Welcome back to discover three more principles which can help you build
the right negotiation sequence.
Principle number 5, is something I've mentioned already in this module.
It is obvious that the negotiator must speak to the other side of the table in
order to convince them.
It is essential however to listen first to the other side of the table.
Why so?
Well not simply to be nice or improve your comment.
There are two main reasons.
First of all, negotiation is structured by information asymmetries.
You know things that they don't know, and they know things that you don't know,
but would like to know.
So in order to reduce these uncertainties or blind spots, take listening
seriously in order to grab more information, ask questions, dig deeper.
Second reason, listen properly to someone, showing respect and
sincere interest will usually be good for the relationship.
And that is consistent with principle number one.
As you can see these ten principles form a unified and coherent system.
Now that you engaged into the substance of the negotiation,
the usual temptation is to focus on one of this question.
Who will get what?
That is the value distribution side of negotiation.
However, it is far more essential to focus first on another question,
what is to be shared, and how can we expand it?
How can we enlarge the size of the pie, or diminish the costs or the risks?
And that will be the value creation side of negotiation.
The more we manage to create, the more there will be to share.
That makes sense, doesn't it?
The usual purpose of negotiation is not to capture some meager short-term gain.
It is to engage, whenever possible, into profitable and sustainable partnership.
So remember principle number 6,
value creation before value claiming.
Principle number 7 is the following, in a negotiation, dealing with the problem,
most negotiators will look for a solution, that's pretty obvious, isn't it?
Problem, okay, let's look for a solution.
But wrong again.
Extremely talented negotiators know that if they want to have a chance to
identify the right solution they must look for
something else than solutions in the first place.
They know that they must look for
information with no a priori about what the solution could be.
It is only when they've secured enough information about the problem and
the deeper motivations behind it,
when they will have a better chance to identify the right solutions.
That principle, number 7, is consistent with two of
the previous principles, preparation before action.
Do your homework in order to get the right information.
And listening before speaking.
At the table, grab more information through active listening.
Six, seven, eight, three more principles which I will introduce in the next video.
