The level of cooperation is the degree to which you are willing to work with the other party. Your level of trust and power will determine cooperativeness. The more cooperative each party is, the greater the collaboration. Less cooperation leads to a more competitive style, which requires a different kind of negotiations skills training.
One of the most important behaviors that great negotiators use is "finding common ground".
They plan for common ground statements from their negotiations skills training before the negotiation, and then use common ground phrases to set a positive tone to the meeting: "We really have a lot to gain by working together on these issues" - "I'm sure we can resolve these issues and create something that works for both of us."
Everything you do regarding trust, negotiations skills training, power and level of cooperation will have an impact on the relationship. If the relationship is important to you in the long term, try these 3 ways to build more cooperation and collaboration:
1. Be more supportive; verbally let the other side know that you are there to reach an agreement that is good for everyone involved. Let them know that you have a positive vision for the future " Based on our mutual negotiations skills training, I can see us working together for a long time."
2. Be more open; be willing to disclose information if it's appropriate. Rely on your negotiations skills training. What do you really think and what do you really need out of this meeting? Be willing to listen to the other side completely and check for understanding. "So, it seems you want this report every month on the last Friday of the month." "How can we make this easier for both of us?"
3. Be willing to consider a wider range of negotiations skills training options; the more ways you create that can meet your own needs as well as the other sides will signal flexibility. This flexibility leads to a more creative meeting and a more satisfying agreement.
You may need to "open high" with your negotiations skills training position simply because it meets a business objective; however, you would want to justify this with the other side, by letting them know your situation in an honest and sincere way.
You'll be softening the tough position that you must take, based on your negotiations skills training.
"Our asking price is the full list price. Since we only have two left, we have very little room to bargain."
"Due to our production schedules, we have a very tight turn around. For us to complete your request on time, I must have your final copy in ten days. I know this will be difficult for you, but we just don't have any leeway at this time." Putting your cards on the table is a way to be candid and to honor your negotiations skills training.
TIP: Although power will determine how you state and work with positions, trust is the ultimate factor in determining how cooperative or competitive your negotiations skills training allow you to behave in negotiations.