Akasaka International Law, Patent & Accounting Office.

What Is Negotiation Technique?

Feb 21, 2022

1. Negotiating without losing is the best negotiation

Honestly, I think people are happy when they are mounting or stating victory and so on. To put it mildly, winning is not sustainable; the client’s interest is what is sustainable. From that perspective, negotiation is better when you don’t bring the other side to its knees and hurt their self-esteem. In the unlikely event that we win unilaterally in a negotiation and give the other party the sense that we have lost, the other party may not comply with the settlement or other agreement. There is a possibility that further disputes will start. In this sense, it can be a disincentive for clients to focus on their business. 

 I would like to describe below what exactly a losing negotiation looks like. I don’t mind if these negotiation techniques are leaked, because I will keep updating them. I don’t mind if these negotiation techniques are leaked, because I will update them constantly. And the more the client understands how I do it, the easier it will be for me to reduce the cost of explanation. 

2. Analyze roughly 8 factors to complete your pre-negotiation analysis

I have categorized the following eight factors. 

 I categorized them into the following eight elements: (1) analysis of my desires, (2) analysis of my position, (3) analysis of my techniques, (4) analysis of my associates, (5) analysis of my opponent’s desires, (6) analysis of my opponent’s position, (7) analysis of my opponent’s techniques, and (8) analysis of my opponent’s associates and family. 

1) Analysis of one’s own desires 

1) Thinking from the worst 

 The reason why we panic in negotiations is because we forget what we have to lose. If this is the case, if you think through what you have to lose the most, you can find a way to win without having to stand at the negotiating table. Winning before negotiating is the most important method, and taking small steps at the negotiation table can be considered as losing. 

 2) Eliminate everything but the essentials. 

 If the worst happens and you don’t die or go bankrupt, you can be reborn and it’s not a big deal. If you can get through the worst, you will not be trapped. It is okay to give up on all but the most essential things. 

 3) Think about what is desirable. 

 Then, recognize what is desirable, which is taxing. If you can do this, you will be able to clarify what to discard and what to take. 

 4) Think about what is a priority. 

 It is up to the other person to decide how much of the brittle parts need to be shaved off. If you know where the line is that the other party thinks is desirable, you will know inwardly whether you can reach an agreement or not. Going into a negotiation without setting priorities is something that should not be done. 

 5) Consider the relevance of your own colleagues. 

 You should be aware of the extent to which your peers are involved, how you value them, and how you can use them as bargaining chips. 

 (6) Consider what points of interest you have in the other party. 

 It is not possible to negotiate with someone without being interested in them. As a matter of courtesy, you should have some research and interest in the other party. 

2) Analyze your own position. 

1) Clarify the extent of your control 

 It is necessary to clarify how much you can control and to what extent. It is not a negotiation to include things you cannot control in the discussion. 

 (2) Confirming your position in the event of non-negotiation 

 Confirm your position in the event of a failed negotiation, and what steps you can take in that case. Based on the worst-case scenario, take remedial action in advance. 

 3) The mainstream is to handle the situation before negotiation. 

 It is important to do your best before the negotiation to the extent that the negotiation itself can be nullified. 

3) Analyze your own techniques 

Think about what cards you have in your hand. 

 It should be recognized that integrity is more important than technique. If you get carried away by your technique, you may suffer a great loss. 

 Recognize that it is important to know your opponent and that this is necessary to build a relationship. If the other party wants to break the deal, let them break it. I am not going to waste my time with them. 

 The other party’s anger or harassment is only beneficial to us. 

4) Analyze your peers

Understand what the other members of the team are thinking at least. 

 Let them know the worst-case scenario. 

 There is no need to worry about your reputation. 

 There are times when it is better to put the interests of your friends ahead of your own. 

5) Analyze the other person’s desires

You need to be aware of your own limitations, as you will never be able to understand the other person. Then, as much as possible, try to imagine what the other person wants. Think about what would make the other person happy. Think about how you can get along with the other person. And recognize that there is no harm in not getting along. 

 Know the other person’s humanity. Know the other person’s weaknesses. Know the relevance of the problem to the other person. 

6) Analyze the other person’s position

Know the situation of the other party. Find out what the other person can do. Know how the other person’s emotions move. Know where the other person lives. Know what the other person values most: authority, friends, money, pride, courtesy, etc. Know their priorities. 

 Understand your partner’s worst moments. Learn about your opponent’s hobbies and other information. 

7) Analyze your opponent’s techniques

Understand your opponent’s cards. Understand opponent’s personality. Know opponent’s tendency. Respect your opponent to the extent possible. 

8) Analyze your opponent’s friends and family 

Know what your opponent’s peers think of you. Find out what the other person thinks of his or her peers. Know the friends and other people in common with the other person. Know what the other person cares about. 

3. Consideration for the other person 

When negotiating, it is necessary to understand the above situations in advance and to be able to make instant decisions. It is pointless to let the other party know whether you will win or lose. 

 It is important to understand that victory in the true sense of the word is how to concentrate on generating profit after a conflict. 

 Incidentally, as for those who are called “Kramers,” I understand that a trial is sufficient and a waste of time. Kramer’s kind no longer need to negotiate. 

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