Six Key Elements in Effective Negotiation

VI. Agree 確認協(xié)議

 

It seems so obvious, but so many unskilled negotiators forget to confirm what is agreed. In the intensity of the bargaining process it is easy to forget what has actually been agreed. The objective of every negotiation is to reach agreement.

Remember, agreement does not just refer to the final conclusive signing of the deal. There are many points of agreement along the way. Both are important. At every point, wherever and whenever you can agree it is important to make the positive point of confirming that agreement.

Make a virtue of every point agreed. Take a bit of time and write it down. Let them know that is what you are doing and let them see you do it. Read it back to confirm it, and sound pleased. For both parties, en-route agreement is a positive feeling in an intense environment.

When you reach what appears to be final agreement, summarize your understanding of the situation and write it down. Sometimes you can say, 'I will get this typed up this afternoon; however, I have the key points written out here. Can we photocopy these and initial them before I leave?' If they say 'Yes', which is the normal response at this point, you have absolute clarity and agreement on the terms. If they hesitate, you can clear up any misunderstanding and ensure you reach agreement before you leave.

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