Negotiation is an art. It's creating shared understanding
and a mutually agreed upon agreement. It is also part of a day-to-day approach
to problem-solving. When you negotiate, you are asserting your interests and
reaching a solution that helps satisfy everyone's interests. Here are some
tactics and tools to help you negotiate effectively.
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1. Keep Your Goals In Mind
Before starting your negotiation, make sure that your goals
are clear. Identify them early so you can use them as a guide throughout the
process. Identify your bottom line. What is the least you can accept and still
be satisfied with the outcome? This way, you know where you want things to end
up and, more specifically, what needs to be done to get there.
Look at the big picture. If you can't get everything you
want, what's most important to you? Consider your options. What are the pros
and cons of each option? You can use these in a negotiation. You can express
how one option will positively affect the other parties and how it will also
satisfy their needs. If a solution isn't possible, you'll have an alternative
to suggest.
2. Make your Interests Known
Be clear about what you want and need. If you don't make
your interests known from the beginning, it's easy to miss out on
opportunities. State this clearly and directly. Be open about your needs, so
there's no doubt about where you stand and what you expect. The other person
may have different goals or needs. These interests can overlap.
Walk in the other person's shoes and try to understand their
point of view. It will help you come up with creative ideas and options. You
can ask questions and make notes/reminders of points you want to bring up. If
you need more clarification on what they want, ask them directly before you get
started. It's essential to ask the right questions and listen for the answers.
3. Be Clear and Concise
Avoid making statements so broad that they can't be agreed
upon. Use accurate but simple language. Don't confuse the other party with
technical jargon or complicated terms. Be specific about what you need, what
you are offering, and when you need something done. Put it in writing so the
other party doesn't misunderstand your intentions later. If you don't state it
clearly, they won't know what's important to you and can't help you get it.
During
negotiation training, you'll learn how to use language to persuade others
to get what you want. Your phrasing will affect how people react to you. Use
words that convey power and confidence. Slow down your speech and avoid using
fillers. Have an agenda so you remember everything necessary.
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4. Give and Take
Be open to the other person's ideas. Don't immediately
dismiss them. Be open to changing your position if it means reaching a better
outcome for both of you. Sometimes, reaching an agreement will mean making
compromises. One party may need to give up something if that's what it takes to
reach an agreement. Find a solution from which everyone can benefit and feel
good about the outcome.
After you've made your interests known, listen carefully to
the other party's response. Try not to interrupt when they're talking, even if
you disagree with them or don't like what they're saying. If you want to change
the other person's opinion, give them time to respond and think about your
response. Don't say anything until you want to change their tune.
Negotiation doesn't have to be a conflict. If you're open to the other person's ideas, they'll be more likely to agree. Sometimes, sparring with the other party will stimulate your thinking and lead you to a more creative solution. Try using these tactics next time you need to negotiate and notice how it opens up new opportunities for you.
