Negotiation involves two or more people talking together to reach an agreement. In this post on Negotiation Techniques, we will look at one of the most common negotiation models - the RADPAC Model. It's often used in business because it provides a structured approach for achieving an agreed-upon outcome.
The most important thing to remember about negotiation is that it's a two-way street. You negotiate with others, but you also get negotiated with. If you want to be successful in your negotiations, you have to make sure that you make the other person feel respected and valued.
RADPAC Model of Negotiation
1. Rapport: Get to know each other
To achieve success in any negotiation, you need to build rapport. This means getting to know each other better so that you can understand where they're coming from. It's not just about who you think they are; it's about how you perceive them as individuals. So, before you even begin negotiating, take some time to talk to your counterpart. What do they like? What don't they like? How would they describe their job? Their life? The more you learn, the easier it will be to work towards a mutually beneficial solution.
2. Analysis: Know each other's intentions, interests and positions, and bottom lines
Once you've established rapport, it's time to analyze what you both want out of the negotiation. Make sure you understand what your counterparts want because if you don't, you won't give them what they want. Also, consider the interests, motivations and values of your counterparty. Are they looking to maximize profit? Reduce costs? Create value? Or something else entirely? Once you understand all these factors, you'll be much better equipped to come up with solutions that satisfy everyone involved.
3. Debate: Discussion about perceptions, interests, needs and positions to convince the other side
At this point, you should have a good idea of what your counterpart wants. Now, it's time to discuss whether there is anything that you can offer that might help them achieve those goals. For example, if you're selling products, maybe you can provide discounts or free samples. If you're trying to win new clients, perhaps you could share testimonials from satisfied customers. Whatever you decide to offer, make sure it aligns with what your counterpart wants. Remember, you're trying to build trust and credibility. If you sell high-quality products, then you shouldn't offer low prices. Likewise, if you provide great customer service, then you shouldn't try to cut corners by offering cheap rates.
4. Propose: The best possible solution acceptable to both sides based on the interests of either side
Now that you've discussed what you can offer, it's now time to propose a solution that satisfies both parties. This may involve compromise or concessions. However, whatever you decide upon must be realistic. Don't agree to terms that aren't feasible. Also, make sure that you communicate clearly and concisely.
5. Agreement: Reach an agreement on the best alternate acceptable to both sides
If you reached an agreement in Step 4, then congratulations! You've negotiated successfully. In general, when people negotiate, they tend to focus solely on the short term. They ignore the long term. But sometimes, it makes sense to sacrifice short-term gains for long-term benefits. That said, regardless of which approach worked for you, remember to always be honest and open-minded. If you were able to get a deal done, then celebrate together.
6. Close: Summarize the result and discussions.
After reaching an agreement, it's essential to summarize everything that was agreed upon. This way, both parties will know exactly what happened. Also, write down any notes that were taken during the meeting. When this happens, it creates transparency. Transparency helps to keep things fair.
A few keynotes:
Keep in mind that you're working towards finding common ground while also satisfying your own interests. Focus on the long-term goal rather than the short-term gain. And lastly, never forget that negotiating isn't about winning or losing. It's about getting what you need so that you can move forward.