This is how you build trust at the bargaining table in business

The word Trust scratched into a sandy beach

Here are some very specific ideas to help you in any negotiation. You begin your investigation into the parties and process as a first step. Your goal is to build a good and as solid a relationship as possible. Make sure you have the right people on board from the very beginning, through the negotiation and for the implementation and continuing relationship going forward. Make sure your leadership is properly involved to maintain visibility for the parties involved. It sounds simple enough. How do you do that?

 

Investigate the parties and process as a first step

 

Look at your team and theirs. Who is the decision maker? Who are the participants going to be? Why or why not? What are the implications of those specific participants? Research your team and research the other team on line and with your network. What can you learn about their personal interests to help build a relationship besides their interests in the negotiation topic?

 

What can you learn about their personal interests to help build a relationship besides their interests in the negotiation topic?

 

How can you use this to develop a better relationship? Use what you learn from social media and your contacts to bring up elements in common with the other parties at the beginning if possible and during breaks and lunch. It is very important to build an emotional relationship.

Set up a flexible agenda around relationships and listening to the other party to truly understand the other party’s interests. Ask open ended questions.

Explore your own interests and consider exploring your own interests from other initially perceived perspectives. For example, besides price consider quality, future work, perception of other clients, perception with your colleagues, timing of services etc. Ask each member of your team to come up with an idea or concern while brainstorming your own interests.

 

Build as good and as solid a relationship as possible

 

From your first introduction, be welcoming and interested in the other party. Ask open ended questions. From what you have learned ask some questions regarding background, hobbies, family or other insights in an attempt to build more than a business relationship. You want this to be as positive an environment as possible. Consider all of the senses and have a pleasant location with only the key players and decision makers there.

 

You want this to be as positive an environment as possible. Consider all of the senses and have a pleasant location with only the key players and decision makers there.

 

 

Have appropriate food, beverages, and seating arrangements conductive to a productive session. Consider a round table. Make use of breaks from the negotiation to discuss pre-identified areas of mutual interest to try and bond with each other.

 

Make sure your leadership is properly involved to maintain visibility for the parties involved

 

Once the negotiation is completed ensure that members of the negotiation team are associated with the implementation and follow up. Ensure that leadership is regularly briefed and appropriately involved to ensure the other party of their importance.

 

Once the negotiation is completed ensure that members of the negotiation team are associated with the implementation and follow up.

 

By having key members of your team involved you can demonstrate the importance of the negotiation and you can address any concerns early should there be any misunderstandings to avoid the end result from going sideways.

 

Contact me to speak to your group or consult with you. Check out my website, books and content. I am an international speaker. I speak on how to overcome conflict with collaboration by taking advantage of the collaboration effect TM enhancing relationships, resources and revenues. My service areas are related to helping clients resolve conflict: business to IRS, business to business and within businesses. I have written 11 books including The Servant Manager and Peaceful Resolutions. I may be contacted directly at mg@mikegreg.com and at (651) 633-5311. [Michael Gregory, NSA, ASA, CVA; MBA]