Negotiations change rapidly, and it is not easy to take control. However, if we find the right way, we may not be able to do more with less. Ka Wah told everyone that as long as we grasp the main points, it is possible for us to effectively control the overall situation of the negotiations. The so-called main point is the control of the agreement matters.
1. Put the proposal for the matters of the agreement at the forefront
(1) Positive proposals
Negotiating around the topic and actively promoting the agenda are all in order to take the initiative in negotiations into their own hands. If the adversary proposes a new agreement, we need to ask the other party for an explanation. Moreover, even if the agreement matters proposed by the opponent are reasonable, it is necessary for us to make a clear posture and let the opponent understand that we also have the right to decide whether it is included in the agenda.
In addition, we cannot ignore every word of the agreement matters. As long as there is the slightest situation that is worthy of negotiation or unacceptable to oneself, it must be amended or even returned.
(2) Guarantee of dominance
At all times, we need to ensure that the lead in the negotiations is in our own hands. If you give up the lead when discussing the negotiation matters, the essence is to give up the best tool for the negotiation, and you will completely lose the dominance of the entire negotiation.
First, we can start with topics where consensus is easy to reach. In what order the agreement is discussed, the results will be very different. Change the order of the same words, and give the opponent a different impression. Negotiations are just as logical and organized, and as soon as the order of words changes, the listener's feelings are different. In the early stage of the negotiations, the positions of the two sides were fiercely conflicted, and at this time, it was inevitable that there would be a vicious fight when the points of contention were thrown out. The two sides do not know each other at the initial stage, naturally cautious, and the opposition and backlash in the subconscious are very strong. At this point, even if the parties are relatively acceptable to the agreement, it may be swayed by the initial impression. Therefore, whether or not a constructive agreement could have been signed, it is common practice to start smoothly and put the heated argument aside and start with the easy part.
Remember, starting with the easy part is our basic principle. For both parties, the priority is not to put the topic they want to talk about at the beginning. Starting with the relatively understandable and easy-to-reach consensus parts, that is, the agreement matters that facilitate information sharing and exchange, help to increase the likelihood of signing a contract.
In general, if you start with the parts that are not easy to agree on, the arguments are easy to oppose, and the negotiations are easy to fall into a dead end.
Negotiating from the parts where consensus is easy to reach can deepen mutual understanding.
In addition, talking about the matters of the agreement is equivalent to compiling a catalogue of the negotiations. With the catalog, we can fully understand what is being talked about now, and both sides can be targeted.
Some people may also ask, what if the topic is off topic?
2. Countermeasures for off-topics
In fact, it is often the case that the topic is off topic in the negotiation, and the agreement matter has not been finished, and another topic is unconsciously discussed. However, this is also normal, and we are more or less caught between agreement matters and deviations from the subject when negotiating. However, if deviating from an agreement would have a bad impact on the entire negotiation, then a proper response is necessary. How to deal with it?
(1) Make the opponent aware of the agreement
If judging that the opponent's off-topic will have a negative impact, it is necessary to put the topic on the right track, for example: "Your current proposal is very interesting, but it is somewhat off the current topic, can we talk about this later?" "For the phenomenon of deviation from the agreement, it is very important to quickly correct the chaos. It is necessary for us to put a correct posture so that the opponent understands from the outset that the entire negotiation is centered on the matter of agreement, otherwise their self-talk will be seen as deliberately interrupting others to express their opinions. If you can manage the negotiations well and talk around the agreement matters, you can avoid unnecessary misunderstandings.
(2) Overcome limitations
If the opponent is interrupted before he finishes speaking, it is inevitable that he will be unhappy. However, in contrast, our posture of only wanting to talk about the matters of the agreement is already obvious, and we can safely continue the previous topic. In particular, when controlling the agreement, we must overcome the limitation of "only seeing the trees, not the forest".