At every stage in life, in fact every day, one constantly has to negotiate, the very minute when one comes into any form of social contact. Maybe it may be something as trivial as offering your neighbor who has dropped in for a visit, a cup of tea. First the offer has to be made, the offer has to be accepted and the conditions for accepting the offer have to be put on the table. The visitor is willing to have that cup of tea as long as it is Oolong and accompanied by a plate of cookies. Your kitchen only has Assam tea of the black variety and freshly made biscuits. So you put out your offer and the visitor accepts the tea as long as it is black and strong and you have molasses along with the biscuits. And so on till you finally come to a solution that is acceptable all round and go into the kitchen to put the kettle on the hob.
So what were the stages in these negotiations before the tea was made.
First it was clear in your mind that you would have to play a good host and make that offer of a cup of tea. Your visitor as a guest had to show the good courtesy to accept the offer.
Then you had to make the conditions for the offer. Your guest had to make her preferences known and you had to indicate which of her conditions you could accept, and the alternatives that you could offer instead.
It is only after these were finally clarified that you could complete the contract, and actually go forward to make the tea.
So in all negotiations, be clear as to what you have in mind. Listen to the opposite party and get an indication as to what they have in mind. Organize your thoughts and decide on whether the requirements of your opposite number can in any way be met. If not, put on the table what you are able to give. Negotiate the differences and see whether you can come to a commonly agreed ground so that what you can offer is the same as what the opposite party can accept.
Once the term of the supply of a service or product is established, move forward to the price you are willing to accept. Listen to the counter offer that will invariably be made. Negotiate till both parties find the terms acceptable.
Conclude the deal and come out with a handshake and a smile.
