Don’t Waste Your Energy Fighting!

Negotiation Tips, Personal Impact

Jörg Köck | November 2020

Until now, many negotiations have unfortunately been all about winning.
It turns into a power struggle and the participants try to wear each other out.The winner prevails and the loser feels powerless, pushed over the edge. However, it would make much more sense to focus on real solutions.

You can achieve this with the method of solution-oriented negotiation which starts beyond the realm of strategy.

Your advantages using this method:

  • Accelerate the progress on your project by minimizing loss due to friction and by keeping agreements
  • Establish business relationships that make innovation possible

We recommend the following process for implementation:

1. Analyze the situation: What does the initial situation look like regarding your basic conditions? What problems are there? What figures, data, and facts are available? Is the potential for success hindered by waste (Lean Management)?
2. Formulate potential targets for the negotiation:What is my goal? What is the goal of my counterpart? What are the similarities and the differences in our goals? When should the goal be reached?

Important: You should already put some thought into these questions while you are preparing for the negotiation! Have a look at our negotiation tip “Successful preparation through perspectives to change”.

1. Take a look towards the future: What trends do we consider to be important until the goal is reached? How can we change the basic conditions at the start? How does that influence the goals of the negotiation?
2. Develop the criteria for making decisions:What are potential knockout criteria for qualitative and quantitative goals? How are they weighted and scaled? For this question, be mindful of the LAA (Least Acceptable Agreement) that you put in writing during your preparations.
3. Determine your options:What options are available to us and how can we optimize them? At the end, evaluate the options while considering the outlook towards the future.
4. Decide on an agreement:Formulate the agreement clearly, specifically, and understandably. What will we achieve, how, and when?
5. Dealing with the agreement:Agreements are binding. Keep the agreements that you have made! Changes are only possible if there is a mutual understanding.

Please have a look at our negotiation tips “Successful preparation through change of perspective” and “The rules of a good agreement negotiation”.

As mentioned at the start: the age of power struggles in negotiations has passed. With our method of solution-oriented negotiation, you will be recognized as a modern, focused manager. Discover the true value of this method, which is a far cry from simple negotiation tactics, by participating in our Training Series on Personality Development for Negotiators.

Our training manager happily provides you with a non-binding consultation on your professional and personal development.

We are looking forward to hearing from you!

Jörg Köck

... has been an independent management consultant, trainer and coach for almost 20 years and has been managing director of BETTER SOLUTIONS Coachingconsulting GmbH for six years. Before that he worked in specialist and management positions in the purchasing departments of mechanical engineering companies. His focus in training and consulting is on negotiating and establishing sustainable agreements – in management, purchasing and teambuilding.

email Jörg Köck