15.10.2018 - Frequently Asked Tactical Questions

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First of all, this article was really useful because it brought me answers to questions I was wondering during the negotiation class. I also learned things that will be very useful for my next negotiation process.

For instance, I learned that it is better to negotiate face to face than by telephone or email. Actually, I totally agree with that! I think that a big part of the analysis you do about your opponent is visual. Indeed, you can observe its facial reactions to what you say, you can see if he/she seems angry, stressed or confident. Indeed, non-verbal attitude is more meaningful than words. This analysis is important because it enables you to what behavior you need to have during the negotiation process. It is also interesting to learn how to react in case your opponent opens the negotiation with an unreasonable offer! Now, for the next negotiation classes, if the other side proposes me something unreasonable, I will have many options such as making a joke or clearly state that it is an unacceptable offer and continue the negotiation.

The "Useful Implematention Tools" is very important because it helps you develop and obtain a very good deal by assessing the other side's position and interests. I'll try to use it efficiently for the next classes.

The most interesting question to me was "How to deal with a hard bargainer ?", because sometimes in class the negotiation process is very hard. The answer was to first identify the situation and the type of bargainer you have in front of you, and then you act like him/her by not giving information. This way, you are as strong as him/her. Once again, this one of the reasons that prove that a good preparation and a good BATNA are your allies: this is the only thing you can anticipate before the negotiation process.



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