Learn to negotiate with three techniques

    

 By Raúl Gorrín.-  Negotiating is an art, according to many people and definitely something true have to have, but without denying that there are people who have a natural ability for negotiate. It is possible that the rest of mortals can learn how to do it successfully by following some techniques and advices. When you are at the head of an organization you have to learn to function with grace and wisdom.

     Negotiators often focus on the details and forget about that they never lose of sight the goals that they want to achieve. The perception of the business from different perspectives causes for the negotiators to fall into discussions that, at times, acquire complex character. This prevents the parts from seeing opportunities, common goals, and wasting precious time that might well serve to talk about agreements rather than differences. This is why, it is necessary to learn to negotiate in an abstract way to avoid falling into arguments that lead nowhere.

     Usually negotiations are framed on very specific issues and both parts seek to maintain their position. Everyone wants to achieve what they think benefits their company and this prevents them from approaching points that can be a benefit for everyone. The elements of any negotiation are really reflections of bigger goals. To learn to think more abstractly try these techniques:

1. Get on the other side: We talk about of putting distance from your current position, look at the other. This can help you take social distance. See the matter as if you are going to give a consult to another company about what to do in the negotiation.

2. Think that the negotiation takes place in the future: This will serve to create distance in time. It is about to put yourself into perspective and imagine that the business will take place after a few months.

3. Position yourself at a physical distance: Creating physical distance is very useful and can be done by imagining that you are observing the negotiation from a distant point, from another space. Resorting to a colleague or person that you trust, who is distant to act as an objective observer can allow you to achieve the abstraction you need, and when you think in the abstract, you can see more clearly the important negotiation goals.

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