Asuccessful negotiation is a task that requires going through two importantstages—negotiating with difficult peopleand negotiating agreement without givingin. A set of strategies need to be followed to deal with uncooperative andinexorable opponents to persuade them to break the psychological barriers thatstop them to go ahead with accepting the benefits that can be achieved from thenegotiation.
Itis quite important to remain calmwhile dealing with people having unsporting attitude. This can be achieved by controlling emotional outbursts andfocusing on the expected outcome of the negotiation activity. Analyzing thetactics followed by the opponents and changing negotiation strategiesaccordingly is quite important to succeed in negotiation tasks.
It is aneffective way to allow the opponent to speak out their fears and concerns incalming their emotional nervousness. Clarifying their doubtswhile sympathizing with their thought processes provides them with a sense ofsecurity and that result in reducing tensions and promote an atmosphere ofagreement. Once the opponent is in the frame of mind when they would actuallybe interested in listening to the benefits they are going to obtain as anoutcome of the negotiation, pitching the ideas and asking open ended questionswould be effective. Itis also advisable to listen to thecounter ideas pitched in by the opponents. The ideas can be the outcome ofthe expectations not being met. In that case, taking care of the ambiguities byinviting constructive criticism and offering choices would be helpful.Providing further clarifications increases the chances of agreement from theopponent’s side.
Discussing all the aspects of the agreement thoroughly wouldallow incorporation of logic and perspective from both the sides. This willprovide a vivid understanding on the expectations of the opponent that in turnwould help you persuade the opponent to get into the agreement by convincingthem that there is no compromise made from their side. A third-party involvement could also bean undefeatable weapon that would give an impression that getting into theproposed agreement may be result in benefiting the opponent. Using the bargainingpower to help the opponent understand the benefits is the best resort thatcould be followed at the end. Thereare number of methods to reach effective agreements that would be fair and longlasting. The agreements are supposed toimprove the relationship between the parties and stakeholders involved init.
Positional bargaining must not beencouraged to get into an agreement as it has the capability to ruin therelationship between the stakeholders and may badly influence the expectedbenefits proposed for the parties. Instead, principled negotiation allows thestakeholders reach an effective agreement.