Results negotiation processes and how to deal with emotional aspects

In a corporate environment, negotiation happens all the time, whether it's negotiating deadlines with the team, dealing with suppliers, or negotiating ideas between leaders.

However, whenever we are in a negotiation process , we must think that there are two strong sides, with divergent interests and therefore the case should never be treated as the famous win-lose negotiation style.

Today we will talk more about the importance of paying more attention to the emotional aspects involved in the entire negotiation process to obtain satisfactory results. Stay tuned!

The importance of neuro negotiation to achieve goals

Negotiation basically consists of three pillars: control, communication and persuasion. However, it is extremely important to know the other person's limits and successful negotiators know how to carefully analyze this at the exact moment of negotiation.

This is called neuro negotiation , which is based on the concept of the correct use of negotiation techniques based on neuroscience. In general, it is the way in which the negotiator masters persuasion without leaving aside the strategy of emotional intelligence .

Without emotional intelligence, the negotiator cannot observe their own behavior or the behavioral profile of the other party. Therefore, always try to put yourself in the other party's shoes. This concern must always be genuine and will give the feeling that it is a win-win negotiation, that is, both parties will be satisfied with the agreement.

Learn about the stages of a results negotiation

The truth is that there is no ready-made recipe for successful negotiations , but one thing is certain: every time you negotiate, you have to make choices that will result in your success or failure. However, to get the best results, you need to understand how the negotiation process works.

1 Preparation

Being very well prepared generates confidence and gives the negotiator greater control. We can even say that those who are more prepared for dialogue have a great advantage over the other.

Therefore, it is crucial that you study everything about the problem to be discussed, solutions, and other factors that will be under debate. Be completely aligned with your objectives, acceptable margin for compromise, and what benefits you are willing to bargain with the other party. In fact, all arguments and justifications must be based on this.   

This step is generally carried out before the discussion, that is, it is a moment of total reflection for the negotiator.

2 Analysis and research

Now is the time to meet face to face with the person you are going to negotiate with. The only thing you should not do is go straight into the negotiation. This is the stage where you will put the other party at ease and create a pleasant, empathetic and safe environment. It is also the time to continue your preparation, that is, discovering the needs, weaknesses and strengths of your opponent.

Psychologically, this phase will determine the tone of the negotiation and the exchange of information will help you argue more assertively in the next phase. Therefore, know how to ask the right questions and here is a secret: listen more than you talk!

3 Persuasion

This stage basically consists of persuading the other party to give in to your main objectives. Of course, keeping in mind the pillars of neuronegotiation , the planned arguments and the free margin you have to give in, with the aim of showing that there is a real advantage in closing a deal with you.

4 Closing of agreement

If, after using all the argumentation and persuasion techniques, the other party finally decides to close the deal, the process doesn't stop there. If you want to master a successful negotiation, you must understand that everything is a cycle.

Later, if you need to renegotiate with this person, you will already know how to proceed and how to deal with this profile. In addition, this final phase should be a great opportunity to review all your actions. What really had an effect? ​​What do I need to improve?