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Being a great negotiator is to a greater extent about consciousness. Consciousness about how we are as people, how we influence others and how we react in interaction with others. And also about using that consciousness to fine-adjust the concrete qualifications into negotiating.
All have their own preferred approach to negotiation. That instinctive behavioural pattern is a product of his or hers personality, experience and history. Some people have a tendency to act in a very competitive way, whereas others have a more forthcoming approach to negotiation and interaction.
The central question is not “Where am I great at my preferred method?” It is more a question of how to analyze and understand the connection and ask questions such as:
How important are we to them and why?
What are their alternatives – in a short and long term?
How important are they to us and why?
What are our alternatives – in a short and long term?
And hereafter decide which method is suitable.
There are a number of acknowledged models and methods, which aim is to increase your consciousness about all the factors that make you an effective negotiator and that you, through a structured learning process, can learn to use to become a talented negotiator. In brief, you will be presented to these models and methods on DILFs three negotiation courses.
We work with the terms “on-stage” and “off-stage”.
At “on-stage” negotiation practice the focus is on “what we do” and “how we do what we do” when we negotiate with our business partners.
At “off-stage” negotiation practice the focus is on “how we do as we do”. Before we sit down at the negotiation table, we have to get a better understanding of the content of the certain negotiation, and we have to prepare on that content. Generally, it is our belief that it is important to understand and prepare (in that order), before we in a constructive and meaningful way can accomplish a negotiation.
How we see and react on the opponents proposal depends much on our own personality. Clearly, the two negotiation partners personality have a great influence on both the process and the result of the negotiation, which is why DISC is a very important tool in our negotiation courses. It supports the terms “on-stage” and “off-stage”.