Role in Negotiation

You own a business. Or you drive it. Or you are responsible for your subordinates and results. You are alone. The higher you are, the more alone you are. Notice how others like to delegate to you to find solutions in complex conditions. And how, of course, they like to delegate risks to you.

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For tough negotiations, we should take into account several very fundamental principles. Realize that all decisions in tough negotiations are made in the negotiation tunnel, where you only see one solution at the end. In doing so, you are rushing at tremendous speed. This is why it is crucial that you have someone with you who can keep track of your entire portfolio of decisions. We never negotiate alone.

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We always put together a negotiating team. We go to the negotiations in at least two, one negotiates and the other controls the whole process. It monitors whether we are following the strategy, has an overview of the entire portfolio of our decisions, and at the same time gives us tips.

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In business negotiations, I find that people often negotiate on their own. They think they can do it perfectly, they have perfect overview, they take a lot of risk because they don't see everything. According to statistics, between 60 and 70% of the financial value of the entire transaction is left on the table just because they negotiate on their own.

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At the Negotiators Association, we know that when you introduce structure and negotiating teams into your negotiations, you greatly increase your chances of success. Try this FBI Business Model Negotiation Team:

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Decision-Maker: The owner, the director, the leader, just the one who makes the decisions. It defines what it wants and has the competence to sanctify or sweep every outcome off the table. With this competence and decision-making power, he should stay out of active negotiations. The commander-in-chief of the armed forces also does not lie in the trenches. You have much more important tasks: managing your business and building relationships with the counterparty's Decision Maker.

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Kommandant: Chief Negotiation Strategist. He plans the whole strategy, he manages the negotiating team. He supports the negotiator, shows direction, gives tips and guards, should the negotiators not come off his chain. When negotiating, he is in person, but he does not negotiate. The general also watches the entire field and does not fight. The coach is not on the field and does not play with the ball. He wouldn't have an overview of the whole situation.

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Negotiator: actively negotiates, is a contact person for the counterparty. He gives all the information, and the information converges with him. He knows the objectives, he knows the negotiating framework, he knows the strategy and he adheres to it. He is the one who makes the final deal if it meets the parameters of the specified goals.

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Expert: Your expert. You need him to negotiate the best possible deal. It can be a lawyer, a taxpayer, an IT expert, a civil engineer... We recommend that he is not on your side in the negotiations. He could be the first to get into a fight there.

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Do you really have to be there alone? Just one extra person will help you achieve better results