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
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