Negotiation skills are quite important skills to have if you are involved in marketing, sales, advertising and buying, but they are also very valuable in everyday life. This post is not about pursuing your own interests to the exclusion of others: I win: you lose! When you deliberately set about persuading someone to do what you want them to do and ignoring their interests: “keeping your cards hidden”, you might get short term gain and end up building a long term resentment which can be very disruptive if you ever need to deal with such people again.
Do you ever encounter situations when you feel very strongly about how you believe a project should be planned, carried out, or completed? Do you sometimes feel annoyed that the others involved don’t see the situation the same as you do?
Regardless of the career you’ve chosen, there will be times you’ll find negotiation necessary. Learning this critical skill will also improve your personal relationships. When you master negotiation skill that involves coming to an agreement where everyone gets what they want, reaching a mutually satisfactory agreement: win-win solution, you’ll gain respect of others. Here’s where good negotiation skills come in handy.
Review these tips for negotiating a situation to get the results you want:
Know your material.
Avoid in-depth discussions about topics and situations that you’re not yet educated about. In advance of conversations or projects you know are coming, ensure that you understand the ins and outs of the situation at hand. Preparation is your friend in negotiation!
Listen. Keep an open mind to what the other person has to say.
We’ve all had the experience of rushing in and insisting on what we want, only to discover later that it’s actually quite similar to what the other person wants (we just didn’t know that because we weren’t listening).
Find areas of agreement.
With a little luck, you’ll only disagree on one or two minor points. Make a list of where you’re in concurrence and where you’re split. This will concretely illustrate how much negotiating will actually be necessary and how much you really do agree.
Talk about the issue at hand first.
Avoid trying to discuss solutions until you both see the problem similarly. You’ve got to be on the same page about the issue before you can possibly be on the same page for the solution.
Keep your emotions out of it.
Consider the situation as business. Remain objective at all times. Keep your cool.
Avoid intimidating behaviors and manipulative comments.
If you fall back on these unsavory methods just to get your way, you lose credibility with the person with whom you’re negotiating. Then they stop being willing to listen to you.
Be honest and use integrity.
If you misunderstand an element of the challenge or their proposed solution and suddenly realize it, say so. Keep your word. Respect the other person.
Ask for the other person’s ideas.
Solicit suggestions from them on how to resolve the situation. Listen carefully, and be willing to implement some or all of what you hear.
Remind yourself that you’re on same side.
After all, you both want to resolve the issue. If you focus on finding common threads, that will help.
State your ideas for a solution.
Make your case, too; tell them why you believe it’s the way to go. For example, you could say something like, “Rather than make in-person follow-up visits once per week to new customers, I think it’s a better idea to do them monthly and use the off-weeks to follow up by phone.
- ”To make your case in this example, you may follow up by saying, “This way, we’ve got time during the off-weeks to develop new customers. We’ll be widening our customer base while keeping contacts with customers we already have.”
You’re two separate people with two separate sets of ideas and perspectives about the issue at hand. Avoid expecting to get your way 100%.
Learning to use effective negotiation skills will help you in accomplishing any goals you have that involve others. Skillfully listen, remain non-emotional, discover points of agreement, honestly state your ideas, and show flexibility when interfacing with others. Get what you want by putting these excellent negotiation skills to work for you!