Aviation Leadership Best Practice Negotiating Techniques

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Sofema Online (SOL) www.sofemaonline.com considers best practices related to key negotiating Tactics.

Negotiation – Process or Event?

In fact, the negotiation should be considered as a process rather than an event, in turn, this highlights the importance of building relationships as a key driver to successful negotiations.

» Poor Negotiators will try to control the conversation attempting to sell their position to the other side.
» Good Negotiators will listen intently to understand red flags and develop appropriate responses.

Preparation – How Valuable?

Being prepared is of critical importance, understand as many aspects of the other side as possible, when you can practice your engagement.

» When possible work to gain an understanding regarding what is important to the other side, where they have limitations and potential flexibility.
» Review as far as possible the business activities of the other party, pay attention to their website and any other information which may be accessible.

Note it is worth trying to understand the background of the person you are negotiating with by looking at his or her LinkedIn profile or maybe there is a Company Bio

Positive Attitude

Use an even tone of voice, Share your positivity, be careful with body language it is important https://sassofia.com/course/aviation-leadership-and-management-skills-development-body-language-for-executives-%C2%BD-day/

Maintain a collaborative and positive tone throughout the negotiations. Aiming for a good long-term relationship should always be one of our negotiation goals.

Manage Expectations

What is your primary objective, What is your minimum acceptable outcome, usually the answer will be in the middle so an understanding of what you can accept is a key to achieving a positive outcome?  

Always focus on a direct approach to presenting a situation. It is important to ensure clarity in communication. Consider beneficial outcomes.

Who Should Draft the Agreement?

This is a fundamental principle for negotiating techniques drafting the first version effectively gives you the high ground, Allows you to frame the negotiations (but remember it is important to ensure balance plus you do not want to share your minimum acceptable outcome.

Negotiating Means Effectively Communicating

» Listen more than you talk. The art of negotiation is focused on a win/win outcome and to achieve this it is important to pay particular attention to what is being said.
» Look for Common Ground
» Employ timeline advantage – knowing the objectives and the available time to achieve can improve our overall position and make for better preparation
» Frame the Negotiation in a Good Way. (Can you wait for some aspects? Do you need an accelerated solution in other areas? Try to optimize for your best outcome.)

Negotiation is About to Give & Take

When you provide a concession, you should receive something in return, try to find the common ground by developing terms that work for both of you.

» Take the emotion out of the equation.

o   Make it an objective, not a personal outcome (It's not about winning or losing – instead to focus on the outcome)

Next Steps

Sofema Aviation Services (www.sassofia.com) and Sofema Online (www.sofemaonline.com)

Offer multiple soft skills training including the following course. Aviation Leadership and Management Skills Development – Developing Negotiation Skills – 1 Day

please see the following link - https://sassofia.com/course/aviation-leadership-and-management-skills-development-developing-negotiation-skills-1-day/

for additional support or questions please email team@sassofia.com

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