Collaborative Negotiation

Habitus

“How to get maximum results in every interaction.

How to get what you want without hurting relations

All professionals have developed a bunch of negotiation skills and communication habits that have made them who they are and where they have arrived. However, these skills have usually been acquired through intuition and experience, which, in the best of cases, provides different results, although positive, inconsistent and sometimes not optimal.

In an increasingly competitive world, making a difference means being able to effectively and consistently replicate strategies that provide the best possible results.

How can I get my objectives without hurting the relation?

How can I generate value and reach more lasting agreements?

How can I negotiate competitively without damaging the relationship?

How do I handle threats, cheating or blackmail in a negotiation?

Professionals will achieve:

  • IDENTIFY THEIR DEFAULT ANSWER TO NEGOTIATION

Even the most expert negotiations are human, and humans without exception are vulnerable to psychological biases - foreseeable and systematic deviations from rationality - that can derail even the best prepared negotiation.

  • AMPLIFY THEIR MENTAL FRAMEWORK

The fact that the professionals often do not carry out a strategy or put into practice the skill that was needed to obtain the best result has nothing to do with not knowing it, but with the mentality with which they focused the situation on which they were. The mentality determines our behavior and this our results.

  • LEARNING SKILLS AND PROCESSES TO NEGOTIATE SUCCESFULLY EVEN IN DIFFICULT SITUATIONS

Everyone understands the benefits of "win-win", but negotiation in the real world involves meeting people who threaten us, cheat us, only negotiate for their interests or are not skilled enough to negotiate collaboratively.

Key Messages

Mental framework filters the perception of reality without us being fully aware of it. Often, in negotiations, our default behavior is activated when we suffer emotional reactions, influencing the results obtained.​

Each person has a negotiation style with which they feel most comfortable. Now, what is the right one? Compete, accommodate, compromise, avoid or collaborate. It is important to know which one to use always.

Interest-based negotiation model offers a clear process that allows to be consistently effective during a negotiation.

It is transcendental to be able to discover the underlying interests hidden behind the positions. In this way, achieving productive agreements that take all the value in the negotiation will be easier.

To control a negotiation process and be efficient, it is important to evaluate the following magnitudes: Purpose, Product, People and Process. The 4 P's serves as a tool to get everyone involved in a negotiation to enter the collaborative process.