Having great negotiating skills can help you in all arenas of life and in your most important relationships, including business. But these are not skills we are generally taught at school or even?at work. So how can you be a great negotiator?
1.?Get clear on the?objectives
Usually we know what we want out of a situation. The key thing to remember about negotiating is to focus on the other?person?s interests ? rather than their position. Let?s take a look at how this works.
Assume you?re trying to negotiate with your partner to take an expensive holiday. They are initially opposed because they don?t want to spend the money. This is your partner?s position.
But you both agree you really need a break, to recharge your batteries, reconnect with each other and get a little rest and relaxation. These are your interests.
Instead of trying to convince your partner to spend a lot of money on a holiday ? that is, shift their position ? try focus on appealing to their interests. So the idea is to talk to them about the benefits it will bring to their health, wellbeing and your relationship when you?re trying to convince them that it?s a great idea to fly to Fiji for a week!
Indeed, business etiquette expert Danielle Di-Masi, principal Click! Training and Consulting, says when it comes to being a great negotiator, it?s essential to be clear about your own ? as well as the counterparty?s ? objectives in the exchange.
?People go into a negotiation situation saying ?I want X?, but they don?t think about the most important element ? which is how to get to where you want to be,? Di-Masi advises.
?2. Understand both sides
?It?s really important to think about the information you will need to get what you want. For instance, if you want a pay rise but the business is going through a round of budget cuts, negotiating for what you want is all about being clear about the value you bring to the business in a downturn situation. You need to be really prepared and understand both side?s objectives,? she advises.
Di-Masi says learning how to be a good negotiator is essentially about understanding how to be influential. ?In life we negotiate everything ? even with ourselves. For example, we might say ?I won?t have an entr?e so I can have a dessert?. And it?s also important to remember that most successful negotiations involve a win-win for both sides.?
3. See the bigger picture
Another critical factor in a successful negotiation is being able to see the bigger picture. For instance, you might be pitching for a $5,000 contract. If you know the business has some short-term cash flow issues and you?re prepared to drop your fee slightly, you may be able to maintain a long-term relationship with this client and increase your fee when their cash situation improves, all because you have been prepared to see the bigger picture.
4. Be calm and prepared
Finally, says Di-Masi, managing nerves and anxiety is another factor that will help to ensure a smooth negotiation.
?This is all about great preparation. If you are well prepared and clear about your objectives, then you can go into a negotiation with the attitude that it?s just another meeting. Never forget to calibrate the situation, focus on rational thoughts and keep the bigger picture in mind. And if you?re asked questions you don?t have the answer to, don?t feel you have to respond immediately. It?s perfectly acceptable to come back with responses or a counter offer a little later down the track,? she advises.
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