How do You Negotiate?

Negotiating is one of those things I’ve found people either are comfortable doing or they hate it and avoid it at all costs.

I think the main reason we feel uncomfortable with negotiating is because we enter in to the process linking there must be a winner which by default means there must also be a loser and we don’t want to be that loser.

Negotiations are really about conferring with someone else to make a decision that you can’t come to by yourself. You require the cooperation of someone else.

Here are a few tips to guide you through your next negotiation meeting:
• Prepare yourself prior to attending the meeting by doing research on the product, person and/or company
• Always do negotiations face-to-face; being able to see facial expressions, body language and other physical indicators from your partner are important and enable you to adjust your style and approach to be more effective
• Spend some time talking about the similarities in your needs and goals, this sets a good base for understanding why requests are being made
• Ask questions to understand why a requested item is important
• Really listen to the answer; hear everything before suggesting a solution
• Restate what you heard and ask if you are understanding correctly; this helps the requestor feel you are truly interested and gives them the opportunity to explain more if necessary
• Listen 80% of the time and talk 20% of the time
• Be certain to explain your own needs and goals and why these are important to you; often the person with whom you are negotiating will be able to offer an acceptable alternative once they understand your needs and why those are important
• Prior to meeting, do an outline of a clear set of options for yourself: what is the your ultimate goal; what is the best alternative option; and when do you need to walk away from the deal
• Create a safe environment for discussion, help your partner feel safe and smart
• Give people the benefit of the doubt
• Create closure and get to yes; focus on the issues and work out the details in a follow-up meeting
• Always be courteous, smile and be civil; give credit to others and thank your partner

Do you have any success stories to share? Or, would you like to share a learning experience on how not to negotiate? Please click below to comment.