Becoming a good negotiator is learned with training and lots of practice, say experts in the field, who are also clear that doing it face-to-face substantially improves results.
Nowadays, technology facilitates communication between two interlocutors, who make the decision to negotiate in front of a computer or a telephone, which considerably lowers the success rate of the negotiation.
"Human beings, when making a deal, have to incorporate trust, and seeing each other is one way to generate it," says Carlos Altschul, author of the book "Dynamics of Strategic Negotiation" and an expert in complex negotiations.
"The face-to-face meeting helps build legitimacy, without which trust, "key" in any negotiation, is impossible," he adds.
One of the main recommendations before starting any type of negotiation is to arrive at the first meeting informed, with data about the other person's culture and company, in addition to economic information and financial profile. Incorporating stories with soul helps to embody the numbers, without letting emotions win over the head.
"The advance information and also the reflection on possible responses and reactions of the other person prepare the ground to achieve better results," says consultant Rafael Maratea.
A good negotiation can transform complexity into opportunities for organizations, so certain factors that benefit the process must be taken into account: Establishing negotiation tactics, establishing a framework for the dialogue and knowing when to offer and/or propose and when to wait.
There are two other keys that must also be taken into account and become fundamental to the success of the negotiation process, such as the opportunity and the method to be used.
All these aspects are learned along the way. "These are processes that require a plan, being clear about what you want to achieve and what you can leave behind," says Maratea.
Negotiation processes, for the most part, are made up of stages and, as they progress, it is important to include new protagonists, bearing in mind that each meeting will be unique, different from the previous one, as will each negotiation.
"Two or more negotiators who respect each other are capable of orchestrating new forms of understanding. They are raising issues, incorporating items and generating new projects," says Altschul.
Excerpt from the article "Negotiation: the importance of face-to-face" published in Estrategia y Negocios magazine, issue 196.
