In this expert session, Eduard Beltran, a Barcelona-born, Paris-based lawyer turned negotiation trainer and consultant, shares his insights and expertise on effective negotiation techniques. Beginning the presentation, Eduard introduces himself as a seasoned professional who has recognized the importance of negotiation skills in various aspects of life and work. He outlines his agenda, which includes discussing ten practical tips based on his experience, research, and personal perspective.
The first tip Eduard discusses is preparation before negotiation. Effective negotiation requires being an expert on the topic, having appropriate presentation skills, and ensuring a good physical condition, including adequate sleep, nutrition, exercise, and avoiding toxic people. This foundation sets the stage for successful negotiations.
Eduard then explores the importance of understanding why someone wants to leave a company before trying to keep them. He advises moving from "what do you want" to "why do you want it." Possible reasons could include personal issues, dissatisfaction with current projects, or family circumstances. By focusing on underlying motivations, negotiators can build trust and find mutually beneficial solutions.
The session continues by emphasizing the importance of listening to inspire trust during negotiations. Listening helps both parties understand each other's perspectives and needs. Authenticity, logic, and empathy are also essential for inspiring trust and building successful negotiations. Eduard encourages asking open questions to gain information and build relationships.
Eduard then delves deeper into tip number five: checking facts before entering negotiations. Being well-informed and prepared is crucial for effective negotiations. Ensuring that one's facts are accurate and up-to-date helps prevent misunderstandings, conflicts, and builds confidence and credibility with the other party.
The importance of using facts instead of opinions during negotiations is also emphasized. Influence in negotiation comes from facts rather than opinions, as opposed to political debates where opinions are the focus. Bringing concrete proof and evidence supports ideas effectively. Building long-term relationships during negotiations is essential, focusing on interaction, respect, effective communication, and having a plan B for unexpected situations.
Emotional intelligence plays a significant role in negotiation, with tip eight encouraging expressing emotions appropriately to build rapport and create successful outcomes. While money may be important, other factors can hold more value, as outlined in tip nine. Lastly, tip ten stresses the importance of effective closing techniques for successful negotiations.
Eduard concludes the session by sharing his top 10 tips for effective negotiation, including anticipating potential challenges, focusing on underlying motivations, inspiring trust and collaboration, asking smart questions, being factual and concrete, building relationships before negotiations, having a backup plan, expressing emotions appropriately, valuing non-monetary factors, and effectively closing the negotiation.
