MURCIA. The dialogue and the negotiation They are formed as the main way to reach the agreements that are necessary to promote the development of the territories and companies. In a fact that for a negotiation to be satisfactory, both parties must win, and for the agreement be really effective everyone has to get to include part of their proposals. Otherwise, the agreement will not be reached and if it is imposed and there are losers, the result will have negative consequences for everyone. Dialogue is the basis for reaching Agreements and the way for negotiation to achieve it.
Many, many years ago I had a program from the American Institute on marketing as the set of techniques in market research to try to understand and promote the demand for a product or service, and achieve maximum performance in its marketing. I did not think twice and I enrolled in the Marketing course that I carried out by correspondence American Institute in Madrid. This course was like opening a window to the outside. From how much I have learned, there is a phrase that stuck with me forever: in a negotiation, both parties have to win.
a) In all negotiations there should not be winners ni overdue. Everyone has to win; otherwise, a client’s failure will be our failure. And even more in our company: not only will we lose that customer, but our performance will be known and expanded and our reputation will be seriously damaged.
b) What allows us to convey confidence is to believe in our proposal. In order to reach agreements, the ability to perceive that the proposal or product is advantageous for both is necessary. For this we must be able to convince both of what we ask or offer of interest, not lower our gaze and transmit security Y conviction that our proposal will bring us mutual benefits.
If you are not convinced and you know deeply about what you are going to negotiate, about what you are trying to agree on, sooner or later the doubt and insecurity will be perceived by the other party and the agreement will not come true. Really knowing what we are negotiating about is fundamental and believing in our proposal is the way for dialogue, negotiation and reaching agreements, always necessary and fundamental in all moments and situations.
If you want to reach agreements and not impositions, it is necessary flee of confrontation, to focus on the mutual generation of trust, knowing that in any negotiation if one party perceives that the other does not believe in the proposals presented or the answers raise even more doubts, insecurity will appear lack of trust, anticipating that something does not fit and This is perceived immediately and the agreement will not be signed in the end. Negotiation and agreements are not only necessary but fundamental, at all times and situations, both in private and public, to facilitate coexistence and social and economic development.
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