Mastering Fast and Effective Negotiations: From "My point of view"article series.

In my 30-year tenure as a CPO, I've encountered numerous occasions that have demanded fast and effective negotiations, particularly in small and mid-range daily dealings such as orders, shipments, payments, postponed issues, unclarified agreements, and resolving disagreements with other departments. Often, I find myself communicating with completely unknown individuals within the IT infrastructure or adjacent marketplaces where we procure goods and services.

The primary challenge in these negotiations is to ensure a win-win outcome for both parties involved. With limited time (usually 5 to 10 minutes at most) to make the deal work, I adopt a strategic approach to achieve success.

1. Thorough Preparation:

Before making the call, I invest time in collecting as much relevant data as possible for the negotiation. This includes emails from the company I'm dealing with, information about the person's background and level of authority, official statements, and past actions.

2. Identifying the Deal Points:

I make a clear list of what I must give and what I hope to gain from the negotiation. Emphasizing these key points will help support my requests during the discussion.

3. Passing the 4 Layers of Communication:

In the first minute of the conversation, I introduce myself, my affiliation, and the purpose of the call. I then inquire if it's a good time for the discussion, being mindful of the other person's availability.

I. Active Listening:

As the other person speaks, I actively listen and collect information about their personality and background. Understanding their perspective helps me tailor my approach and communicate effectively.

II. Building Emotional Connection:

Rather than trying to compete with the other person, my goal is to emotionally connect with them. I help them see the situation from my perspective, aiming to align our interests.

III. Acknowledging Their Input:

Once they've shared their thoughts, I take a few seconds to ensure they've expressed everything they wanted to convey. I then acknowledge their input, either by summarizing it briefly or making them feel comfortable that their point has been understood.

IV. Presenting My Proposal:

Afterwards, I present my proposal and ask them to understand my perspective, explaining how it benefits both of us. I'm open to considering their objections or constraints, such as payment issues, delivery problems, or credit concerns, and am willing to make exceptions if necessary.

4. Making Them Feel Valued:

Throughout the negotiation, my focus is on making the other person feel useful and important. By giving them a sense of significance, I've observed more positive and exciting outcomes in various interactions with people from different positions within a company.

Mastering this negotiation pattern has proven successful in my experience, as it fosters productive and amicable discussions. When both parties feel heard and valued, the chances of reaching a satisfactory agreement increase significantly.

Remember, effective negotiations aren't just about getting what you want; they are about creating mutually beneficial outcomes that build long-lasting relationships. So, employ this approach, adapt it to your unique situations, and let the results surprise and excite you!