Negotiation Skills Company, Inc.
 
Negotiation Skills Company, Inc.

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Q & A Table of Contents

Closing A Negotiation

From: Shaik, Secunderabad, India

Question: I want to know how can one close upon a negotiation.. I mean the process to go about for closing a negotiation.

Response: Closing a negotiation can mean two different things: First it may be a question of how to bring different ideas to a mutually agreed conclusion. A second possibility view of ‘closing’ is what means negotiating parties can use to acknowledge or formalize the idea that agreement has been reached.

Recognizing that parties have reached agreement can be quite simple. One can ask the other(s), “Then, have we reached agreement?” The parties can shake hands, make a public announcement, or sign a document. The real issue is that each has to make it clear to other negotiators that a mutually agreed conclusion has indeed been reached.

Bringing about a closing of an agreement is often the focus of the selling or purchasing process. However, getting parties to buy-in to a solution can be important in all kinds of negotiations. A negotiator who feels the best approach to reach agreement is by bullying may gain in the short-term. However, getting negotiating parties to agree using collaborative approaches is far more likely to yield long-term success.

Closing does not necessarily depend on scoring more debating points. Rather it reflects a diplomatic process of asking questions and using other respectful processes to find out what other parties think — and then characterizing one’s own suggestions in ways that demonstrate an understanding of what will bring about agreement from others. To close a deal (reach agreement) one has to ask questions like “What makes this or that solution especially attractive to you?” “Do you think this approach will work?” “Would you agree we should do it this way?”

Closing is a process of gaining validation and acceptance rather than forcing agreement. Each negotiation may require different ways to accomplish this; the critical factor is that the philosophy that underlies the approach must be built on respect, understanding, and mutuality.

Good luck,
Steve

The Negotiation Skills Company, Inc.   P O Box 172   Pride's Crossing, MA 01965, USA   
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