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Three Keys to Successful Negotiation
By Marsha Lindquist
Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation. Negotiation is a life skill and an art. As a life skill, you negotiate every day whether you are aware of it or not. As an art, it has to be cultivated and developed over time. Developing a negotiation talent requires turning our thinking around. Learn the secrets and enjoy the process instead of dreading what you might perceive as a conflict.
Today, negative comments and antagonistic attitudes abound about negotiations. Most people look at the negotiation process as “war”. Negative experiences and pessimistic attitudes lead to negativity and destructive behavior in negotiations. The potential for a positive outcome and the development of long-standing affable relationships is tremendous.
There are three keys to achieve that positive desired end state.
Key #1 - Create A Non-Defensive Strategy Early
If you establish your main objectives early for price and the conditions, it is more likely you will get the results you desire. If a team of people are involved in the outcome, make sure all members of the team agree on those objectives and that you are clear about what they are. Remember, negotiation is about the situation and price. The conditions of the arrangement are those musical notes that can certainly make your other important objectives agreeable and workable. If you know what you want you can prioritize your requirements.
Maintain a flexible posture and realize your game plan may need to be revised from time to time. Stays focused on the desired positive end and allow changes that need to happen during the process happen. It's dangerous to get so entrenched in your plan that you lose sight of the goals. Your objectives must help rather than a hinder.
Key #2 - Connect And Communicate
Many negotiations collapse because people fail to connect and communicate. These two essential elements of connecting and communicating are so basic and we often overlook them. Communication requires listening and patience. Connecting means you work to find common ground and have the same overarching goal - to come to a mutually agreeable conclusion. These two things involve you and your organization and the other players in the negotiation. When you take a position which closes you to the opposing viewpoint or leave little room for changes to your position, you may win a point but it will likely lead to a less desirable conclusion. When you can view the other party as a colleague you gain tremendous ground. It is likely you will meet that person again and need their cooperation. This will put a much different perspective on your communication and connectivity.
Key #3 - Attitude And Consideration
Begin by clearly understanding both your position and your opponent's position. Do your homework - be prepared. Be open to understanding and internalizing both sides of the situation. You will better understand your opponent's situation and the process will advance more smoothly. One prescription for losing is to take a position without listening to the other side. Approach the negotiation table with a positive attitude. Your attitude is often conveyed to the other party within the first few minutes of shaking hands. Attitudes are infectious and will permeate everything you say and do with you're your team and with the other team. Negotiating is about both sides feeling satisfied. Be considerate of the other side's feelings and the work they did preparing. If you are thoughtful, you will chart a successful outcome. Guaranteed!
In achieving a fair and reasonable price or situation, it's important to believe you can achieve it. Feeling like you've won or lost something only leads to dissatisfaction and poor relationships.
About the Author
Marsha Lindquist, a business strategist for over 15 years, draws on her proven “down in the trenches” experience, creativity, and participative manner to provide real solutions to businesses to assist them in building and growing their businesses. She is an energetic presenter and is also the Chief Executive Officer of The Management Link, Inc. As well as being the author of “Why Are You Still Working Your A** Off?”, she has written and published several professional journal articles on business strategy and negotiations. She can be reached by E-mail at marsha@marshalindquist.com
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