Negotiating effectively is about making everyone feel like they got a “win”.
Topics: long-term Mutual Gain, Cooperative tone, Research, using 1st Person, Focus, add Isues, Avoid Ultimatums, Give to Get, minimizing Emotion, creative Problem-Solving. Make “concessions, Document all Agreements.
Learning negotiating is more effective in bringing in more dollars or saving you in costs. The next time you find yourself engaged in a battle for your way, here are 13 important Strategies that you can use in a challenging negotiation.
- Think of the long-term Mutual Gain vs of the short-time Personal Gain.
A win-win when negotiating means a “shared” benefit. Forget about your own personal gain and concentrate on what will make both sides happy.
- Set a Trusting, Cooperative tone for the meeting right from the beginning. Win-win negotiating is built on a foundation of trust & shared respect. The ways to achieve this are to: a) state your desire to achieve mutual benefit, b) state your desire for a long-term relationship, c) insert the phrase win-win into your negotiation & d) explain example of your honesty & willingness to win-win.
- Do your Research. Know the answers to any question before it is asked. Don’t enter negotiating and know nothing about what the other party desires or expects.
- Discuss the issues using 1st Person plural pronouns. (we, our, us) highlight mutual benefit & suggest teamwork.
- Focus on Interests, not Positions. Positions are what you want; interests are how you get them. When you move from the what to the why, you move from a potentially (-) discussion of demands to a (+) discussion of common needs.
- Increase the # of Issues you negotiate. You increase the chance for win-win outcomes by increasing the amount of matters you can resolve. Make it so that both of you gain something of value.
- Avoid Ultimatums. A take-it-or-leave-it attitude creates pressure & limits options. Don’t paint yourself or the other person into a corner. That would make it a win-lose scenario.
- Give to Get. Show your willingness to give & take, as long as the other party is willing to do the same.
- Don’t get caught up in the Emotion of the negotiation. Maintain your composure & objectivity. If you become angry, you lose.
- Engage in creative Problem-Solving. The problem you and the other party are trying to solve can be stated very simply: “How can we arrive at a deal that maximizes our individual benefits, minimizes our individual losses and is fair for both? Brainstorm all possible alternatives that achieve all three criteria. Choose the alternative both can live with.
- Look for ways you can “add Value” to your offer. Leave out no possibility to find ways to increase the value of what the other person wants (ie, time, cost, easier) – while keeping what you want.
- Make “concessions” gradually and in increments. Small incremental moves are better than one sudden, large, usually drastic move during the course of the negotiations. Smaller compromises are less threatening & easier to obtain.
- Document all Agreements. Avoid any possibility of a mis-understanding that would blow the whole deal.
QUOTES about NEGOTIATION
“The most important trip you may take in life is meeting people half way.”
“Place a higher priority on discovering what a “win” looks like for the other person, then you’ll know to “win-win” better and you’ll both will get most of what you want.”
“Pick battles big enough to matter, small enough to win”.
“Nothing gives one person so much advantage over another, as to remain cool and unruffled under all circumstances.
“We do not have to agree; but we do need to understand each other”
“He who slings mud generally loses ground.
“The number one goal in negotiating a conflict is to make sure both sides maintain their self-esteem.
“Fair negotiation is rarely about who is right. It is about acknowledgment and appreciation of differences, the making compromises.”
“The life is not fair – but most things are Negotiable
Comments: Do you know any other Tactics for Negotiating?
from Inc.com Biz Zine 01/17 enhanced by Peter/CXO Wiz4biz
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