NEGOTIATION STRATEGIES & TACTICS FOR BUSINESS SUCCESS (original) (raw)
Synopsis Negotiation is one of the key elements for the success of a business. A business enterprise uses an elaborate process of negotiation to source its raw materials and also to sell its products to its dealers or customers. Negotiation has therefore become an important tool for all business dealings and a highly planned negotiation always bestows numerable benefits to the company or enterprise.Further, there will be no post-negotiation dissatisfaction for the parties involved in the process of negotiation and may lead to long lasting business cooperation and relationships. Most of the times, the executives of a company are aware of the stages of negotiation— Planning Stage, Preparatory stage, Introduction stage, Opening Stage, Discussion Stage, Exploration Stage, Signalling Stage, Closing Stage and Post-Negotiation Stage-and also the things to do in each stage of negotiation but many a time they are not aware of the " actual tactic or tactics " to be employed to strike a successful business deal.Similarlly, the executives of the company may be aware of the negotiation styles—Aggresssive, Collaborative, Passive, Compromise and Ignoring styles—but may not be aware of the differeent tacics to be followed while negotiating a deal or arriving at a successful negotiated settlement. The present article titled " Negotiation Strategies & Tactics for Business Success " discusses in detail the various tactics involved in the process of negotiation and how to use or execute the tactic in a specific stage of negotiation and while using a particular style of negotiation.
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Gardani, Francesco. 2017. Business negotiations. In Gerlinde Mautner & Franz Rainer (eds), Handbook of business communication. Linguistic approaches, 91–109. Boston & Berlin: De Gruyter Mouton., 2017