Negotiating Definition
When we negotiate, we are trying to come to an agreement about something. We often think of negotiation as something that happens between two people, but it can also happen within a group or between an individual and a group.
The first step in any negotiation is to define what it is you want to achieve. This seems like a simple task, but it can be surprisingly difficult. We may have a general idea of what we want, but we need to be specific so that everyone involved knows what they are agreeing to.
Once you have a clear definition of what you want, the next step is to figure out what the other person or people want. This can be done by asking them directly, or by observing their behavior. Once you know what they want, you can start working towards a compromise that will satisfy everyone’s needs.
If you’re having trouble reaching an agreement, there are some common negotiating strategies that can help. These include making the first offer, anchoring, and BATNA (Best Alternative To a Negotiated Agreement).
Making the first offer has the advantage of setting the starting point for the negotiation. The downside is that if your offer is too low, the other side may not be willing to negotiate at all.
Anchoring is when you make an initial offer that is higher or lower than your true bottom line, in order to influence the other side’s perception of what is fair. For example, if you’re selling a
