How to negotiate? Learn important tips to increase the success of your negotiations.

• Contents

Why is it important to be a good negotiator?

With the substantial increase in transactions between the Brazilian market and international buyers, there is a consequent increase in interest in updated and effective negotiation strategies. It is important for the Brazilian entrepreneur to be aware of the most common negotiation standards so that they can convert buyers into loyal customers.

Therefore, B2BAcademy explores important tips in this article for building a good negotiator profile. In addition to common practices and customs that are important for maintaining effective exchanges with customers. To do so, we're using the work of Roger Fisher and Bruce Patton from 2014, "Getting to Yes: Negotiating Agreement Without Giving In," which makes important contributions to the topic.

What is the profile of a negotiator?

Negotiation is understood as a bargaining process between two interested parties who are committed to the goal of reaching a consensus that is good for both parties. In this sense, what is worked on is structuring a space that is safe, on an equal footing, and with a commitment from the parties involved to make the agreement thrive.

In this sense, the first step in building a negotiator profile is to separate people from problems. This means that negotiators should rise above personal issues and focus the energy of the process on finding a place of consensus.

Based on this, it is important to focus on interests, not positions, so that the final arrangement of the agreement should be the ultimate goal of the conversation. It is important that the negotiator thinks about win-win strategies, where both parties can be satisfied, and that these agreements are put in objective terms. That is, it is essential to discuss and formalize dates, payment methods, freight, mode of transportation, etc. So that the process is conducted in an organized manner and without generating problems, and if they do occur, they need to be minimized urgently.

How to evolve a negotiation?

As it is a bargaining process of positions, negotiations will not always start on a peaceful and stable ground for negotiators. But this should not be an obstacle for those who want to negotiate, especially in the case of clients who want to enter the international market. It is necessary to understand that there is a natural resistance in the market that must be overcome so that the ultimate goal of being able to enter is achieved.

In this sense, the Jiu-jitsu negotiation tactic is based precisely on the reversal of established positions. In this type of negotiation, the idea is precisely to understand what the other party offers and from this analysis, use it to mobilize your interests. Therefore, avoid taking a defensive position, criticizing the other's position and defending your own. Try to understand what the other party offers.

Lastly, analyze the other party's position and ask questions. Questions will stimulate criticism and dialogue fields, which will give you a basis for inserting your own demands, once you have more information about them and can articulate them based on your own interests, in a position of empathy, of course, where you understand the reasons that guide that position and from there, try to insert your own.

Once you have done that, you will have achieved a greater bargaining scope and will be able to insert your own demands with ease. In addition, it is important to make smaller agreements within the negotiation so that it can evolve. These agreements must be formalized and cannot be contradicted in the process. That is, try to establish a deadline, which will guide the production shipments to be delivered, the freight that will be used to deliver them, and the other positions that allow you to build a large and effective international business agreement.

What are the main characteristics of a good negotiator?

A good negotiator is considered someone who:

• Is organized!
• Can listen and empathetically understand the other party's demands;
• Has defined criteria;
• Knows their product and the other party;
• Can divide the negotiation into fragments that build an effective whole.

How to make the negotiation process more natural?

Through practice! There is no doubt about it. A negotiator's profile can only be developed through experiences. It's necessary to put aside insecurity and seek tools to enter the international market. If the entrepreneur can organize themselves individually to build a solid profile for their business, they will be able to conduct negotiations more easily.

However, it's important that the process is accompanied by good support tools and already has experience and a partner in the internationalization process. For this reason, B2Brazil already has customized functionalities to meet this demand: a complete platform that provides business opportunities and a facilitating environment for negotiations.

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