Negotiation – an easier way!

The last blog talked about some barriers that we can bring to negotiation.  It’s important to bring the right attitude to the table.

Now that you are in the right mind set here are some factors for successful negotiating.

1. Know what you want:  The clearer you are on your interests and goals, the better your chance of success.

2. Know the other side:  Learn as much as you can about the people with whom you are going to be negotiating.  Know their negotiating style, their backgrounds, hopes, fears, aspirations, and their interests.  Little things do not mean a lot, they can mean everything.

3. Consider the timing and method of negotiations:  alter the game to win-win problem solving by negotiating from interests, not positions.

4. Prepare point by point:  negotiators who prepare will outperform those who do not.

5. Offer benefits for accepting your offer:  You are much more likely to close if you present the benefit…the "what's in it for them?" test.

6. Frame your negotiation around one or two key points:  keep it as basic as possible by framing and reframing to keep things on track and reach agreements more efficiently.

7. Know your Best Alternative to a Negotiated Agreement:  your personal power comes from the ability to walk away if you are unable to reach an agreement.  Effective negotiators not only know when to walk away, but also how to walk away leaving the relationship intact.

8. Prepare options for mutual gain.  Be creative.  Find unique ways for both sides to get their interests met.  "What if we tried this?"

9. Listening is the most powerful negotiation skill:  it will help you learn where your interests are shared with the other side, where they are in opposition, and get a satisfactory outcome.

10. Use the power of the draft:  always put your negotiated agreements in writing.

Changing the way you think about negotiating (joint problem solving versus a series of compromises where one party may win and one may lose) is the first step toward getting better results.  Recognizing the reasons why people act the way they do, and having the ability to communicate to a broad range of behavioral styles, offers the negotiator the ability to be reach satisfactory outcomes more consistently.  Following a process or strategy is fine, but understanding the styles of the people with whom you are negotiating, and changing your approach to communicate more effectively can be the key to success.  Last, developing a plan in advance of the actual negotiation will give you more confidence, and lead to better and more consistent results.

Do you have any other tips that have worked for you?  Leave your comments below so we can learn from you.

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