Satisfaction is the key to any negotiation process, more so than the money or goods we may obtain from it. Read on to learn to negotiate while you satisfy the wishes and needs of both parties in what is commonly called a win-win negotiation.
How to measure satisfaction
During a negotiation, both parties seek their own satisfaction beyond the tangible goods that they may end up obtaining from the process (money, services, ego, competition, security, etc.). The main obstacle to satisfaction lies in how difficult it is to measure: it is a subjective concept.
That which may cause satisfaction in one person, may cause displeasure in another. That is why the stage of information exchange is particularly important here. During that time, we can find out what really satisfies our interlocutor and, at the same time, we can offer some clues about our own needs.
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Satisfaction is not exchangeable
For the reasons mentioned above, it is impossible for us to exchange satisfaction between both parties. That is, you cannot renounce to your own satisfaction; in the same way that you cannot demand that the other party renounce to theirs.
The key is on concessions: it is through them that we build bridges and create closer ties in the medium and long term. These are easier to measure, as they correspond to specific interests or issues that have previously been put on the table. Concessions allow to satisfy both sides simultaneously if combined correctly, paving the way towards a win-win negotiation.
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Satisfaction’s greatest enemy
If there is one thing that significantly lowers the satisfaction rate during a negotiation win-win, that is the hurry to make the first concession. If we want to learn to negotiate, the first thing is to stay calm and not act on impulse.
Imagine that you have been keeping your word for hours, assuring again and again that you have no room to lower the price of a product. Your credibility will plummet if you suddenly reduce the price considerably: your partner will feel cheated even though you are, a priori, seeking their satisfaction. This trick can work against you in future negotiations. Check out these 6 attitudes that you should avoid.
The importance of listening
When learning to negotiate, it is essential to learn to listen. Paying attention to what the other party says will not only result in the satisfaction of your partner, but it will also bring benefits to you: listening takes you closer to an agreement. But, how should we listen during negotiation process?
During a negotiation, listening is the fastest way to get satisfaction for both sides: you show respect for other points of view and, at the same time, open the way for others to respect your interests, taking you closer to the end of a successful win-win negotiation.
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