Business & Real Estate

Start of negotiation
When you start the negotiation is advisable to frame the negotiation as a joint effort, and show respect and concern for the interests and concerns of the other party, and to reach an agreement favorable to both.

In this initial stage of the negotiations we must explain some of our needs, interests and concerns, but if the other party is displayed reserved to do the same, we should be cautious in providing information.

Also, at this stage, we should not overlook the importance of informal conversations.These will help us to the other party feel less defensive, more cooperative and more communicative.

But also will help us better understand and analyze the other (something we’ll look at the following stage).

However, if the other party is displayed formal, we should not speak too informally it could be interpreted as a lack of seriousness on our part.

Analysis of the counterparty
The next stage of the negotiation process is to analyze the other party, either through formal or informal questions, or through the interpretation of his words, actions and nonverbal language.

Any information that makes us better understand the other hand, will put us in a better position to negotiate.

We seek to identify and analyze their true motivations, needs and interests, their priorities, their BATNA, their point of booking, your trading style, perspective, their strengths and weaknesses, etc..

Obtaining this information can be difficult if we face a distributive bargaining, which try to hide their true interests.

Even in the case of the BATNA, the other side we hardly give it unless it is very solid, and even perhaps to try to bluff him.

An important aspect in this stage of analysis of the counterparty is to try to identify differences (whether in needs, preferences, tastes, values, interests, resources, skills, etc.) That allow us to create value through exchange.

For example, to exchange something for us not so valuable, but for the other party itself, something that the other party is not so valuable, but we do.

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