3.12. Negotiation Techniques / Tips 

The following techniques or tips will assist you to negotiate effectively. 

• Active listening 
• Active questioning 
• Research business situation or parties to the agreement 
• Identify goals of negotiation and limits to the discussion 
• Clarify needs of all parties including other stakeholders 
• Identify points of agreement and points of difference 
• Use non-verbal techniques to reinforce messages 
• Use appropriate language – avoid jargon, acronyms and colloquialisms 
• Know your bargaining strategies, including attempts to achieve win-win outcomes 
• Develop options and alternatives using brainstorming 
• Confirm agreements verbally and then in writing 
• Use appropriate cultural behavior 

3.12. Characteristics of a Successful Negotiator 

The following are some of the characteristics of a successful negotiator 

1. Customer orientation 

2. Excellent interpersonal skills 

3. Excellent product/service knowledge 

4. Self confidence 

5. Positive attitude 

6. Selling or negotiation skills 

7. Enthusiasm 

8. Motivation to negotiate 

9. Ability to see & point out the benefits 

10. Win Win alternative seeker 

3.11. What influences the outcome of negotiations? 

There are several factors that can influence the outcome of negotiations. Some of these factors may include: 

• Level of trust between those involved 
• Number of people involved in negotiations 
• Experience of those involved 
• Length of negotiations 
• The importance of the topic 
• The number of options and avenues available 
• How much time there is to complete negotiations 
• The balance of power; that needs what from who. 

3.12. Restraints 

Some restraints could be encountered that might have impact in the negotiation process. Some of these restraints are listed below. 

• Budgets 
• Timelines 
• Procedures 
• Line of authority 
• Laws and regulations