“Negotiation is one of the essential skills of a good manager”
Negotiation goes far beyond financial agreements; it is a central skill in the lives of the best leaders around the world. Knowing how to negotiate is essential for managing conflicts, interests, and expectations, and for turning differences into something that strengthens the team and the company. To discuss the subject, we invited Alberto Miranda, global president of EMA Partners, a negotiation specialist and professor.
Alberto Miranda is a global president of EMA Partners. Photo: EMA Partners Press Release
Just as organizational disciplines evolve, negotiation skills also change over time. Considering today’s challenges, how important is it for leaders to invest in negotiation skills?
Negotiation skills are among the most important competencies a manager should possess and develop. Negotiating involves listening, planning, managing time, and seeking mutually beneficial agreements with the aim of building something together. A manager negotiates with their teams, suppliers, and competitors. They seek solutions to conflicts. In my opinion, negotiation is one of the most essential skills for a good manager.
The most important thing in a negotiation is to be prepared and to know about the subject of the negotiation and the other party. What, exactly, do you need to know about these two aspects?
Of the different stages of a negotiation, preparation is usually the most neglected, even though it is fundamental to the success of any negotiation. Preparing means truly understanding who the other party is, carefully developing our proposal, analyzing the different options that may arise, being ready to make certain concessions, choosing an appropriate setting for the negotiation, and deciding what our attitude will be when we begin. All of this requires extensive prior study, a process that must precede the start of the negotiation.
What is the most frequent mistake in negotiations between leaders that needs to be avoided?
One of them, as we have already mentioned, is preparation. Equally important is the attitude we adopt in a negotiation. Attitude is the most frequent source of error. A defeatist or arrogant attitude will lead us to failure. A defeatist attitude means that our position is too fragile and, therefore, we will not achieve our objectives. Wrong approach.
Overconfidence will have the same result. It is essential to prepare thoroughly, present a clear approach, and convey confidence and assurance in what we say. And always with a winning mindset, which is simply about seeking an agreement in which both parties feel satisfied.
