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NEGOTIATION
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CHAPTER 7
7.5.1 PRESENT/DISCUSS/ARGUE/SIGNAL
In commercial negotiations this step is usually called ‘discussion.’ At this stage,
each party puts forward initial statements about where it stands, which is its
starting point. There are some simple rules to follow and these are highlighted
in Table 7.2:
• Listen more than talk.
• Ask positive questions.
• Seek clarification and explanation from your counterpart.
• Summarise your understanding of your counterpart’s position frequently.
• Respond by giving information about your position.
• The initial statement from each party sets out the opposing most favoured
positions.
• No progress can be made until signals are given that indicate a willingness
to move.
• Listen hard for signals that indicate a willingness to move from the other
position.
Table 7.2:
Checklist for arguing.
Avoid
Practice
Interrupting
Listening
Point scoring
Questioning for clarification
Attacking
Summarising issues neutrally
Blaming
Challenging counterpart to justify his/her
case on an item-by-item basis (signals)
Being too clever
Being non-committal about his/her
proposals and explanations
Talking too much
Testing his/her commitment to his/her
positions (clues about priorities)
Shouting your counterpart down Seeking and giving information (watch
unintended signals)
Sarcasm
Listening
Threats
Questioning for clarification
During signalling, consider the following:
• Are there signs of movement in the argument?
• What signals have you given?
• Have they been ignored, or can they be repeated?
• What is the cause of stonewalling?
• Is there confidence or lack of it?
• Are concessions being made with the expectation of a response?