Does the person act to foster collaboration?
Negotiation is the ability to promote the consensus. It is the attempt to make different criteria coincide, in a certain situation, with a view to reaching an agreement and seeking the best benefit.
- Distinguishes between what is essential (what they want to achieve) and what is secondary.
- Knows what they can give up and what is non-negotiable.
- Senses the interests of the other party but does not take them into account.
- Negotiates based on their own interests.
- Is receptive and empathetic, putting themselves in the other person's shoes and understanding what it is they want.
- Knows what is negotiable for the other party and what their minimum objectives may be.
- Takes the other party into account when preparing for the negotiation and during the entire process.
- Seeks mutual benefits.
- Exchanges compensations and offers concessions in exchange for other advantages and benefits.
- Persuades the other party.
- Makes the other party see the advantages and inconveniences of each option (their own or of the other) and brings them towards their positions.
- Is able to close the negotiation and reach an agreement, verbal or written.
- Is concerned about the other party being as satisfied as they are after the negotiation process.
- Refrains from imposing only their criteria, rather negotiates based on interests, not on positions.
- Leaves the door open for future agreements.
- Negotiates with the future in mind.