Act like a fog! Imagine you are fog. When someone throws a stone at you, you absorb that stone without throwing the stone back. This is a very easy and effective technique to use against people who keep criticising repeatedly.
Negotiation is the process of bargaining that precedes an agreement. Successful negotiation generally results in a contract between the parties. Best type of negotiation is “win-win” which means both parties will be satisfied with the result.
Make sure you are absolutely clear on what outcome you want to achieve before entering a negotiation. Plan your questions, strategies, alternative offers and suggestions based on how the other party may react. Study and research other party’s long term goals, their recent activities and businesses and their past negotiation history and techniques. Ensure you know what their requirements or offers are before starting.
The main purpose of effective listening is to understand the other person. By listening and showing genuine interests in other party’s offers, suggestions or ideas, you can create a positive and productive environment for empathic communication which is more likely to results in success.
Successful negotiators don’t want the glory of winning a contract all for themselves. They often throw ideas to the table and watch and encourage their team members or even opposite party to expand on the suggestions and come up with a winning result. A competent negotiator appreciates and praises people involved for their contribution even if they had came up with the original idea themselves.
Be prepared to be flexible and to change your position and requirements base on how negotiation is progressing. You should have alternative offers or requirements in order to be able to deal with any unexpected proposition or ideas from opposite party. Remember this is a “win-win” negotiation not “I-want-to-win-all” negotiation. The results should bring success for both parties.
At the end of the session, list all the points covered in the meeting. Make sure everyone is aware of the final agreement. Be prepared to answer questions about the results and offer post meeting help and support.
Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. Communication is always the link that will be used to negotiate the issue/argument whether it is face-to-face, on the telephone or in writing. Remember, negotiation is not always between two people: it can involve several members from two parties.
<ul><li>Remember you are the expert </li></ul><ul><li>Negotiation is a two way street </li></ul><ul><li>Hold firm to your principles </li></ul><ul><li>Know when to talk away </li></ul><ul><li>Keep your ear to the ground </li></ul><ul><li>Don’t celebrate until the contract is signed </li></ul><ul><li>Respect the process </li></ul>