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The Art of Successful Negotiation |
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Whether you are
working on a joint business venture, a new job, the price of an auto
or your child's new curfew, negotiation is a key success skill. So
how can you improve your negotiation skills? Here are a dozen
techniques I try to practice in every negotiation.
Be Prepared
This is not just the motto of the Boy Scouts. Preparation
is the single most important element in successful negotiations. In
negotiations, information is power. The more relevant information
you have, the better your position is. Preparation for your
negotiations can not be overdone. Allow yourself adequate time to
prepare prior entering any negotiation.
Understand The Needs Of Your "Adversary"
Your "adversary" in this context is the other party |
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in the negotiation.
Your relationship with this party may not normally be described as
adversarial, for the purposes of this discussion we will view the
negotiation as an adversarial relationship.
Put yourself in your adversary's shoes. What would they like to gain
from the negotiation? Write down as many possible goals as you can
think of. Prioritize your list in the order that you believe your
adversary would. Identify the items you are willing to negotiate and
those items which are nonnegotiable.
Know What Your Needs Are
What do you need out of the negotiations? More money?
More flexibility? Better opportunities? Access to broader markets?
Make a list of those things you would like to receive as a result of
the negotiations. Refine and prioritize your list before starting
the negotiation. Identify the items you are willing to negotiate and
those items which are nonnegotiable. This list and the one created
above will allow you to know what your true "bottom line" is. |
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Most Negotiations Involve On Going
Relationships
With the exception of large purchases, most negotiations
involve parties involved in a long term relationship. Whether the
relationship is family, friends or business associates, it will be
necessary to continue to deal with your "adversary" outside the
context of the negotiation. Always be sensitive to the potential
impact of your negotiations on these relationships.
Every Negotiation Is Different Negotiating
with a loved one is different than buying an automobile. Buying an
automobile is different from negotiating with a new employer. They
key difference is the relationship you wish to have with your
adversary once the negotiations are complete. When negotiating with
a loved one, you may be willing to make more concessions in the
interest of harmony. When buying an automobile harmony may be less
important than paying a fair price. Keep these intangibles in mind
when creating and prioritizing your lists.
Understand The Situational Dynamics
In order to negotiate successfully, you must understand
the dynamics of the situation. Identify your role and the role of
your adversary. Know what are the "power positions" of each role.
The dynamics of negotiating in a parent/child relationship are
significantly different than the dynamics of and employer/employee
negotiation. Be certain your desires are appropriate and achievable
in terms of the situation.
Never Lie
Very few negotiations are a single contact event. With the possible
exception of making large purchases, most parties involved in a
negotiation have continued contact after the negotiations are
completed. When you are caught in a lie, and it is inevitable that
you will be, your future credibility will be lost.
It is possible to prepare to handle those areas where the need to
lie may be felt. Examine the areas where your case is weak. Work to
strengthen your case. In those areas that remain vulnerable, prepare
how you wish to handle them should they arise.
Be Fair
Negotiation is not an "I win, you lose" proposition.
Webster's dictionary defines negotiate as "to bring about by mutual
agreement". The best negotiators I know create "win - win"
situations in every negotiation.
Don't Tip Your Hand
Uncertainty is your key advantage in most negotiations. If your
adversary knows what you desire most, your negotiating position is
not as strong. Play it close to the vest.
Be Flexible
Understand that negotiation frequently involves
compromise. Look for creative solutions to the problems presented in
the negotiation. Make tradeoffs in order to gain those elements you
most desire.
Winning Isn't Everything
It is easy to get caught up in the competitive spirit of a
negotiation. Remember that the point of negotiation is to reach a
common agreement on how to move forward. While it may be possible to
bludgeon your adversary into agreeing to your terms, this does not
create the "mutual agreement" that makes for a truly successful
negotiation.
Quit While You Are Ahead
Too many people have to see just how far they can push a
negotiation. They have to try to get just one more concession. This
attitude can be a deal breaker. The best negotiations are brief and
to the point. Get agreement on your major points and stop.
Additional items can be addressed in subsequent negotiations.
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