From idea to business idea
How the market supports my business idea
Getting ready for the market
Financing - Profit analysis
Do I need other skills?
Tools & References
Principles of negotiation
Negotiation is the process of finding the point of balance between your own objectives and the objectives of the other party. Negotiations can be competitive/distributive or collaborative/integrative.
In collaborative (win-win) negotiations the aim is to reach an agreement which satisfies both parties. Such negotiation can even develop your relationship with the other party and build your professional reputation.
In competitive negotiations, the negotiator wants to ‘win’ even if this leads to the loss of the other party. Such distributive negotiation is what people traditionally consider negotiation to be: both sides fight over the price of goods or services, and they try to hide their real positions and objectives in order to win. This kind of negotiation can lead to conflict and may harm your chances of future success.
It is always better to look for a fair and mutually beneficial outcome; as you will have the chance to do business again in the future.
Negotiating is not trying to overrun and persuade another person. Negotiating is about finding a mutually acceptable compromise for both parties. To achieve this you have to know and explore your own and the other person’s objectives and position. Active listening is key element in this process.
In collaborative (win-win) negotiations the aim is to reach an agreement which satisfies both parties. Such negotiation can even develop your relationship with the other party and build your professional reputation.
In competitive negotiations, the negotiator wants to ‘win’ even if this leads to the loss of the other party. Such distributive negotiation is what people traditionally consider negotiation to be: both sides fight over the price of goods or services, and they try to hide their real positions and objectives in order to win. This kind of negotiation can lead to conflict and may harm your chances of future success.
It is always better to look for a fair and mutually beneficial outcome; as you will have the chance to do business again in the future.
Negotiating is not trying to overrun and persuade another person. Negotiating is about finding a mutually acceptable compromise for both parties. To achieve this you have to know and explore your own and the other person’s objectives and position. Active listening is key element in this process.
