How To Efficiently and Successfully Negotiate

Negotiation Tips

Jörg Köck | November 2020

Here, I introduce a simple and very effective tool for solution-focused negotiations internally and cooperatively: the Negotiation Roadmap.

Often, common negotiations require a lot of time and energy and lead to suboptimal results because both parties only discuss their own ideasand other ideas are seen as competition. Our tool works best in negotiations in which both parties follow the same goaland negotiate ways and means on how to achieve these goals. (Note: this does not apply in price negotiations!).

The Negotiation Roadmap offers a way outby structuring the negotiations solution-focused from the beginning. And this is how it works:
1.Both parties communicate their present point of view and the common target.
2.Together, both parties sketch multiple possible ways to reach the target.
3.Together, transparent criteriaare determined in order to evaluate the different approaches, e.g. by time, behavior or risks.

Following this structure, it will be possible to find a way to negotiate all alternatives in a solution-focused manner and agree on a decision supported by everyone.

SOUNDS SIMPLE? It is!– However, old patterns are often still being used. Try this new approach and look forward to good solutions and agreements!

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.

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