By Virginia Mburu
Mwakazi, the Passionate Entrepreneur and CEO Makao interiors
is stressed....
A big contract is coming up...worth millions of
shillings. He has to negotiate successfully to win this particular
contract plus a long term relationship with this famous property
developer.
He appreciates that any improvement in the negotiation process
will go a long way in helping him through clinch this deal. He will also
improve his conflict resolution prowess!
Reading through an article on www.changingminds.org, he
remembers that at one time there was a major disagreement recorded in Acts 15 and
he decides to borrow a few tips on how the resolution was negotiated.
Lesson 1.... Is there a reason to negotiate?
Verse 1-2- “Certain people came down from Judea to
Antioch and were teaching the believers: “Unless you are circumcised, according
to the custom taught by Moses, you cannot be saved.” 2 This
brought Paul and Barnabas into sharp dispute and debate with them......”.
Let it be triple clear what is under negotiation...contract terms, price, features, delivery, service etc.
Let it be triple clear what is under negotiation...contract terms, price, features, delivery, service etc.
Lesson 2.....How to prepare
for the negotiations
Verse 2-4 –“....So Paul and Barnabas were appointed,
along with some other believers, to go up to Jerusalem to see the apostles and
elders about this question. The church sent them on their way, and as they
traveled through Phoenicia and Samaria, they told how the Gentiles had been
converted. This news made all the believers very glad. When they came to
Jerusalem, they were welcomed by the church and the apostles and elders, to
whom they reported everything God had done through them."
Paul and Barnabas were appointed and equipped to lead the negotiations and as they traveled, they made sure they added more arsenal into their negotiation kitty. Get more evidence of more and more gentiles converted and be sure the report gets to the right people!
It is advisable to prepare for your party and visualize what the other party wants. The effort and time spent on preparation will depend on the interest under negotiation. Is it simple product price, a buy out or a Collective Bargaining Agreement? What about preparing a T diagram and placing the concerns of both parties side by side?
It is advisable to prepare for your party and visualize what the other party wants. The effort and time spent on preparation will depend on the interest under negotiation. Is it simple product price, a buy out or a Collective Bargaining Agreement? What about preparing a T diagram and placing the concerns of both parties side by side?
What result do I want? Paul and Barnabas had an opposing
position. This Jewish tradition was not to be imposed on the converted
gentiles.
What are your concerns? What are you afraid of losing?
What do you need? What can you give up? What is
important and what is the worth to you as a person or to the business. Separate
the needs, the wants and the likes as this will assist you develop a concession
strategy.
What can you exchange for what? How will you trade off time
and money? Visualize the various case scenarios and your response to the same.
What will be the negotiation method? -Who are the other
parties and what relationship do you have/maintain? This will determine the
negotiation method whether competitive or collaborative or in between.
What will be your opening offer? This will be pegged on what
you expect to be the possible agreement deal.
What resources at your disposal can you leverage on-
financial, time, people, information, partners etc. to assist in the
negotiations. How quickly can you increase what is at your disposal?
What if you do not reach an agreement? What other
alternative exist and how satisfied are you with it. A good alternative will
prevent you from negotiating from a position of fear. But again, it should not
be used to precipitate a breakdown in negotiations
What is the meeting time and location? Set up the meeting,
time and location that best suits you and the negotiations. Be prepared
emotionally and physically and groom for the occasion---First impressions
matter!
Lesson 3.....How do you open the negotiations?
The Pharisees party opened the negotiation in verse 5 -“Then
some of the believers who belonged to the party of the Pharisees stood up and
said, “The Gentiles must be circumcised and required to keep the law of Moses.”
That set the tone for a competitive bargaining process. And
in verse 6 “The apostles and elders met to consider
this question”
The body language and statements said in the first few
seconds determine the direction the negotiations take- whether competitive or
collaborative. Whether you state your case first or second depends on
what’s best for you. Should you know the other parties position, you may state
your position first and how you expect the negotiations to proceed.
You may also decide to let the other party to state their
position first which allows you the advantage of adjusting your position. You
then justify your position keeping in mind the result and other outcomes you
want from this negotiation whilst taking into consideration the time you have.
Actively listen to the other party present their case too.
Show that you seek to understand and respect the other party through your words
and body language.
No distractions/interruptions other than showing interest,
questions/ paraphrasing to seek understanding/ clarification. You want to
understand what they really are stating as needs, wants and likes as well as
unearth the hidden wants for their business as well as personal wants of
individuals in play.
What are the interest and goals underlying the positions
taken? This will guide you on how to satisfy the needs.
Lesson 4.... How do you strengthen your case and
weaken their case?
In verse 7-11 Peter presents his case. “After
much discussion, Peter got up and addressed them: “Brothers, you know that some
time ago God made a choice among you that the Gentiles might hear from my lips
the message of the gospel and believe. God, who knows the heart, showed that he
accepted them by giving the Holy Spirit to them, just as he did to us. He
did not discriminate between us and them, for he purified their hearts by
faith. Now then, why do you try to test God by putting on the necks of Gentiles
a yoke that neither we nor our ancestors have been able to bear? No!
We believe it is through the grace of our Lord Jesus that we are saved, just as
they are.”
Poke holes into the other parties arguments highlighting
limitations, falsehoods or irrelevancies. Take emphasis off people or parties involved and
keep it on facts. Test the basis of the other party’s arguments while
minimising the benefits that accrue to you.
Be forthright on the needs you cannot meet. For those needs
you can meet, maximize their importance and what they need to do in your favour
to satisfy them. Now you can show them how your offer satisfies their needs and
get them to visualize how things will be different when working with you.
Lesson 5.....Show us the proof!
Paul and Barnabas were at hand to provide proof/ evidence
whereas James provided more evidence from the Old Testament prophetic writings
to solidify their case. They had prepared their case thoroughly.
Verse 12- 19- “The whole assembly became
silent as they listened to Barnabas and Paul telling about the signs and
wonders God had done among the Gentiles through them. When they finished, James
spoke up. “Brothers,” he said, “listen to me. Simon has described to us how God
first intervened to choose a people for his name from the Gentiles. The words
of the prophets are in agreement with this, as it is written: “After
this I will return and rebuild David’s fallen tent. Its ruins I will
rebuild, and I will restore it, that the rest
of mankind may seek the Lord, even all the Gentiles who
bear my name, says the Lord, who does these things’ things
known from long ago. “It is my judgment, therefore, that we
should not make it difficult for the Gentiles who are turning to God.”
Develop trust by providing facts/research undertaken / case
studies showing proof of efficacy as well as bringing to light what possible
obvious limitations there are in your position.
The other party will also try to poke holes into your case
but show them that you are confident of yourself and are aware of their
intention. When negotiating, do not take the arguments personally- though the negotiations
are hinged on you/ your ideas, products, service or value.
Lesson 6.....Where do you agree and differ
and how do we come to a compromise?
James continues pointing out areas they were in
total agreement as seen in verse 20- “ Instead
we should write to them, telling them to abstain from food polluted by idols,
from sexual immorality, from the meat of strangled animals and from blood. 21 For
the law of Moses has been preached in every city from the earliest times and is
read in the synagogues on every Sabbath.”
Look for common interests and negotiate around mutual
interest. While doing so, you are more likely to succeed when using the
inclusive “we” rather than “I” statements. You may already have noticed that Peter Paul and Barnabas were addressing the believers as 'Brothers' and 'we'
Seek connection by looking for similarities which can be
related to negotiation or personal likes (sport, association etc.). What are
both parties in agreement on? This helps reduce the difference gap. At the very
least both parties want a successful outcome. What are the points of departure
and what do they mean?
Allow the other person the right to disagree. Agree on a
fair process to reach an agreement keeping in sight how a successful
negotiation looks like. What can each party trade off? Only give relevant
information and trade-off what is least costly and does not affect delivery of
expected result.
Lesson 7.....What if you need to change
position?
Watch the body language in verse 12 “......The whole
assembly became silent as they listened...”
Show that you are ready to change position through
qualifying the opening statement, asking whether there is a way an agreement
can be reached or through changes in body language from aggressive to a relaxed
friendly position or mirroring their movements.
Let your body language depict interest and openness....sit
leaning in, keep eye contacts and ensure facial expression/other body
movements are engaging the other party. Look out whether the other party is
responding to the changes in body language/ verbal/tone.
If no reciprocation, repeat process or just ask whether they
are ready to trade off but do not give a concession. It could be their strategy
to stay firm and if you concede on one issue, they will dig in for more! If
they do respond, employ a joint problem resolution process.
Consider all possibilities, trade-offs that are easy to give
away but valuable to the other party. Note that they will also be playing a
similar game. Always start by stating what you want them to trade off and then
what you are conceding--- not vice versa.
In case you are not agreeable to a suggestion, appreciate
the proposal and point out the limitations while offering an alternative that
suits you. Place all concerns on the table and address them objectively. Look
for long term rather than short term gains.
Lesson 8.....Close the deal
A decision was reached by the whole church- this
included those whose initial position was different!
Verse 22- 23 - “Then the apostles and elders, with
the whole church, decided to choose some of their own men and send them to
Antioch with Paul and Barnabas.” They chose Judas (called
Barsabbas) and Silas, men who were leaders among the believers.
The assembly sent a delegation with a letter stating their
position regarding the dispute.
You ask for the signature. You may get a yes or the
often expected though disliked objection! Handle the objection and close
again.
Make sure you have all agreed details documented and
approved. Watch out for any changes in body language, point it out asking for
what concern they have and immediately addressing them.
Lesson 9.....Move to execution
Verse 30-35- So the
men were sent off and went down to Antioch, where they gathered the church
together and delivered the letter. The people read it and were glad for its
encouraging message. Judas and Silas, who themselves were
prophets, said much to encourage and strengthen the believers. After
spending some time there, they were sent off by the believers with the blessing
of peace to return to those who had sent them. But Paul
and Barnabas remained in Antioch, where they and many others taught and
preached the word of the Lord”.
Move to immediately action the agreements made. Keep the
commitments on both sides active by involving them in the execution, making
progressive reports, celebrating/rewarding milestone achievements together etc.
Under-promise but over-deliver.
Lesson 10.....What if situations change and the
agreement cannot be executed as is?
Things are not as simple as they seem. circumstances change
or you may have overlooked some details. You may prevent painfully
disruptive legal battles by immediately involving the other party in
renegotiation and go through the above process again.
Over to you Passionate Entrepreneur;
- What steps do you follow when negotiating?
- What do you do when you realize you cannot fulfill a contract/agreement?
Share your experiences, suggestions or questions in the
comments section below. Who knows- You could probably be the one to benefit
from the successful deal!
Whatever you do, make sure it results in less work,
more money and positive impact.
Update
Virginia Mburu
Passionate Entrepreneurs Coach
Virginia empowers and motivates Passionate Entrepreneurs to
realize their purpose and pursue it. She then assists the entrepreneurs to
clarify, prioritise and focus on management and marketing strategies and action
plans that will get them to work less, make more money and positively impact
within one year. Download some of her gifts- absolutely free lessons on www.biasharacoach.blogspot.co.ke
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