Negotiation is a skill, like riding a bike. Once you learn how to do it right and get some experience, it’s much easier to reach your end goal.
The following tips can help you approach negotiation with the right mindset and enable you to get what you want at work.
Negotiation Shouldn’t Be a Zero-Sum Game
Hollywood tells us that negotiation is all about pounding your fist on the table and not taking ‘no’ for an answer. According to TV shows and movies, if we are charming, clever and assertive enough – we can walk out of a negotiation a winner; making the other party the loser.
Like the typical romantic comedy plot, nothing could be further from reality. Proper negotiation isn’t about winners and losers; it’s about seeing the other party’s point-of-view and showing them ways that they can walk away feeling satisfied. If you can make the other party see getting a sense of satisfaction, they will be more likely to agree to terms you have laid out. Satisfaction does not mean meeting all of their demands; it means meeting the other party’s core interests.
Don’t Take Things Personally
Negotiations fall apart when one or both parties get distracted by issues unrelated to the potential deal. Good negotiators concentrate on reaching an agreement that respects both parties. Being ruffled by someone’s personality or other non-related issues aren’t helpful. If someone is impolite or challenging to with, don’t take it personally and stay focused on your objective.
Don’t Hesitate to Ask for What You Want
Good negotiators are assertive and question everything. They realize that all things are negotiable.
Being assertive means trying to get what you want in a non-threatening manner. A good approach to doing is to use the pronoun “we” instead of “I”. For example, instead of saying, “I can’t agree to that amount of money,” try saying, “Can we get to a higher dollar amount?”
Be aware that there is a distinction between being assertive and being aggressive. Assertiveness means taking care of your interests respecting those of your negotiating partner.
Know the Facts
Doing your research is crucial to any successful negotiation. You can’t make good move without having a good sense of where other side is coming from. The more information you can gain on the other party, the nimbler you can be in working with the other party.
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