The substance refers to what the parties negotiate over: the agenda, the issues (positions and – more helpfully – interests), the options, and the agreement(s) reached at the end. Another view of negotiation comprises four elements: strategy, process, tools, and tactics.

o In response to power, the most any method can do is to meet two objectives: First, to protect you against making an agreement you should reject. Second, to help make the most of the assets you do have so that any agreement you reach will satisfy your interests as well as possible.

There are various types of negotiation:

• Distributive Negotiation. Distributive negotiation is when two parties bargain over a single product or issue, such as price.
• Integrative Negotiation.
• Multiparty Negotiation.
• Team Negotiation.
• Positional Negotiation.

8 elements for a successful negotiation

• Gather as much information as possible.
• Be willing to listen.
• Appeals to emotions (but with control)
• Attend to his gestures.
• The rule of concession by concession.
• Take advantage of your capacity for dialogue.
• It doesn’t have to be you: choose your negotiator well.
• Ethics over business.

Seven Elements of Negotiations

• Interests. Interests are “the fundamental drivers of negotiation,” according to Patton—our basic needs, wants, and motivations.
• Legitimacy.
• Relationships.
• Alternatives and BATNA.
• Options.
• Commitments.
• Communication.

MESO negotiation techniques for negotiators include creating value at the bargaining table by identifying multiple proposals of equal value and presenting them to your counterpart simultaneously. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them.

The first and the foremost technique for an effective negotiation is one should be well informed with everything related to the deal. Find out even the minutest detail you think is important and you might require at the time of negotiation. Be prepared for everything. Remember the second party might ask you anything.

The 4 “Must-Haves” for Successful Carrier Negotiations

• Innovative Technology. With the perpetual rise of e-commerce, staying competitive is more critical than ever.
• Expert Knowledge. While carriers are negotiating multiple agreements on a daily basis, shippers commonly renegotiate no more than once every fiscal year.
• Multiple Carriers.
• Time Investment.

Three key factors to successful negotiation

• Preparation. First, walk around the case to be settled: do a 360° analysis.
• Time. First, allow a sufficient amount of time to complete the negotiations.
• Communication: Listen first, then speak their language.
• Four communication styles.
• Conclusion.

People don’t realize; they’re always negotiating. As the negotiation began, it was open and respectful. The two negotiators engaged with the honest intent of reaching an outcome that both parties could embrace.

Negotiating requires give and take. You should aim to create a courteous and constructive interaction that is a win-win for both parties. Ideally a successful negotiation is where you can make concessions that mean little to you, while giving something to the other party that means a lot to them.

Six Successful Strategies for Negotiation

• The negotiating process is continual, not an individual event.
• Think positive.
• Prepare.
• Think about the best & worst outcome before the negotiations begin.
• Be articulate & build value.
• Give & Take.