Once defined the objectives it is necessary to harmonize them. I.e. check if what the client wants or seeks is in the same line of what we seek. If at the end of this stage is that the objectives of both parties not they are compatible, it is best to leave the negotiation before arriving to give everything for nothing. For this reason it is very important to have a BATNA. In step 3 will talk in detail about what this term means and its applications. To reach favorable results for both parties, the following instructions will be of great utility: uses open-ended questions to find out what your customer wants and when you think that you understand what you want to get a summary and question whether it agrees with your perception. Ask your customer what they get to achieve your goal (goal, the desired benefit).

At this point verify if its end is compatible with yours. Find a common goal to achieve for each of the two parties may agree when it reformulated: then, we both want is formulated once the common, mutually accepted goal, both parties are looking for all acceptable means for each one, to achieve that goal within a framework of cooperation. Step 2. Guide to negotiation once established the common framework the following step is to make the propositions that will guide negotiations. Everytime we make a proposition must be one step ahead of the common objectives.

Its content makes reference to the objectives and elements of the common framework; We could say that a good proposition is formulated according to the following guidelines: use of the first person: I suggest I desire indicative of involvement in the desired action. Formulated in direct style. Thus, the request is expressed clearly and the caller must not guess it, let’s essentials and avoid ambiguities which only sow doubt in the minds of the interlocutor.