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Have
you ever found yourself in a situation where you
could have gotten exactly what you wanted, if
only you had known how to go about it? Do you
know people who always seem to get exactly what
they want? Would you like to be a master at the
art of negotiation as well? It is not as difficult
as you might think. No matter whether you are
negotiating with the local dealer for a new car
or you are negotiating the specifics of a contract
with a client, the same strategies apply and one
simple communication technique prevails.
Negotiation
is simply the process of reaching an agreement
between two or more parties -- preferably one
that yields a “win-win” outcome. It is different
from the bartering process in which one party
is in a position of power and the other party
must accept something less valuable. Negotiation
typically involves a series of ongoing discussions
and compromises.
Successful
negotiation techniques or strategies originate
from a basic premise of human nature which suggests
that people act, or fail to act, for the purpose
of enhancing their own egos. Successful negotiators
who understand this principle know that the best
way to determine the other person’s position,
is simply to listen. Dr. Sigmund Freud, the father
of psychoanalysis, stated this principle in these
terms, “If you can get the other fellow to talk
enough, he simply cannot disguise his real feelings
or his real motives.” By listening intently,
the successful negotiator can gain useful insight
that he or she may use to persuade another person
to act in a certain way.
Knowledge
is power when it comes to the process of negotiating.
This makes it important to gather all the facts
you can on the front end and plan accordingly.
Answering some or all of the following questions
can be very helpful as you prepare to negotiate
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What
are your goals and which ones are most important? |
| • |
What
are the goals of the other parties involved
and which ones do they perceive to be the
most important? |
| • |
What
will be the major issues be in this negotiation? |
| • |
What
are the strongest and weakest points in your
overall position? |
| • |
What
are the strongest and weakest points in the
other parties overall position? |
| • |
What
is the minimum you are willing to accept? |
| • |
In
your opinion, what is the minimum the other
parties are willing to accept? |
So,
now you have planned your negotiation, but what
are the specific techniques you should use to be
successful ? Here are three very simple ones
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Pay
attention to verbal and non-verbal indicators.
Listen to the parties you are negotiating
with. In addition to learning more about
their motives, you might discover a better
deal than you ever thought possible. Don’t
ignore those non-verbal signals, however. A
lack of eye contact or a nervous twitch may
give you insight as well. |
| • |
Focus
on solutions that allow all parties to win.
Remember that regardless of what you want,
the other parties must feel satisfied. |
| • |
Keep
your emotions in check. Many times personal
conflicts or emotional issues can interfere
with an otherwise successful negotiation. |
No
matter what you are negotiating for, the same
rules apply. Successful negotiation strategies,
however, must be adapted to the specific aspects
of each situation and to each individual involved.
Many have wondered how some powerful businessmen
have successfully negotiated one incredible business
deal after another. Actually, their secret may
not be so mysterious. Chances are, they simply
encourage the other person to talk while they
listen. They know by instinct and experience
the truth of Dr. Freud’s statement. “If you can
get the other fellow to talk enough, he simply
cannot disguise his real feelings or his real
motives.”
Smart
negotiation strategies start with smart business
and personal financial strategies. We can help
you build a plan for your future. Call us today. |
