How To Identify Blockers When Negotiating

Negotiation skills are essential in hiring, but also in life more generally. The negotiation table can feel like a mine field at the best of times, but when blockers from elsewhere is the business get in the way it can feel impossible to reach a resolution.

To celebrate the release of our negotiation content on the SocialTalent learning platform, we’re bringing you some of Tony Perzow‘s top tips for overcoming organisational blockers in negotiations. Tony Perzow is one of the world’s leading negotiation experts, incorporating He incorporates age-old negotiation skills, with cutting-edge conversation AI data, along with game-changing methodologies which helps your organisations to negotiate successfully.

Who is at the table?

When we’re in the middle of a negotiation it can be easy to forget that there are other stakeholders not present at the table. Blockers can and will exist outside of the room, and you may not even be aware of all of them.

It’s essential to remember that other people in both organisations have a seat at the negotiation table, even if they’re not physically present. For this reason, it’s of the utmost importance that you create good relationships.

If conflict exists between you and another member of your org – crucially, if that member also has a stake in the negotiation – then you can run into problems. Having problem with your finance team? You can bet that this will effect the impact of your negotiation. You never know when you will need to rely on the goodwill and trust of people, so it’s imperative to focus on building relationships within your own team.

Where are the blockers?

So, how can you start to uncover potential blockers to your negotiations?  Here are three key questions to help you:

  1. ‘Can you tell me who else you might like to talk with?’

2. ‘Can you tell me about who else might be of service in making this decision?’

3. ‘Are there people who would be sorry or upset if we left them out of this process?’

Identifying these key players is essential if you want to have a full understanding of the decision making process of the other party. It’s also a good idea to think about these questions from the point of view of the other party to prepare for any blockers on the other side.

If you’re ready to kick-start your organisation’s negotiation strategy, SocialTalent are very excited to launch our negotiation training with Tony Perzow!

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