TechLounge Talks with Calin Tatomir

Calin Tatomir joined the TechLounge Talks on Innovation Labs and discussed with students about negotiation techniques. Here are some brief ideas:

To understand the other partner’s needs means to be empathic. Also, you must think why you’ve been refused.
If a contract is not a win-win one for both parts, it will break.

The qualities of a good negotiator:

A negotiator has to have all the other qualities because his employees will do what he is negotiating for.

Listen – this is one of the biggest qualities of a good negotiator. The one how asks the questions is the one who leads the discussion.

There are different types of negotiations (not financial related):

Managerial
Commercial
Legal

When negotiating, you have to know when to let go and how much. Also, you have to be empathic when establishing the limits.

Make the difference between requests and needs
Be prepared to meet the MAN (money, authorization, need) – you have to know what are the needs of the client (not yours) for knowing what to sell.

Strategies: priorities – you have to estimate what objective is more important for the client

Usually, the one with the money negotiates the first one
It is important for you to get to negotiate the second goal

Steps for a business meeting

Prepare the meeting: find out details about the company and the person will be meeting
When meeting the partner try to discuss also on a personal level
Follow-up: the details discuss during the meeting should be respected
Sometimes when negotiating it’s good to have a Bad guy and a Good guy
Be careful with the body language – some gestures can be misinterpreted as offensive

The meeting place

You will feel more relaxed and comfortable if the meeting takes place on a familiar setting.
You will feel as a subordinate if you accept the partner’s location
If possible, choose a neutral location
Timing is important for taking maximum advantages
Choose a round table – better for the atmosphere and all the participants

What to do when meeting a dominant negotiator?

If you know in front of you is a tough guy, take advantage of this: agree with him but also find a solution for you. You can easely see what’s his goal and how can you fulfill your objectives.