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The Fundamentals of a Successful Negotiation
Negotiation is defined as "the reaching of agreement through discussion and
compromise." But the true art of negotiation is not figuring out how to get
your own way. Nor is it about giving up ground. A truly successful negotiator
will achieve an agreement where both parties walk away happy with the result.
And good negotiation skills come in handy outside the workplace, as well. When
you improve your negotiating skills, you will foster better relationships in
all facets of your life.
Basic Principles of Negotiation
Negotiation always involves more than one person, and each side has their own
objectives. Good negotiators keep their emotions in check and know how to
manage conflict. Every successful negotiation involves communication and
collaboration. Each party communicates his or her wishes, and then collaborates
to achieve a win-win result. To gain a good negotiating position, keep these
basic principles in mind:
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Know what your needs are.
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Know what the other person's needs are.
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Consider the outcomes that address both people's needs.
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Steer the negotiation in a positive direction.
Once both sides end up feeling that they have gained something and are
satisfied, you know the negotiation has reached a good resolution.
Devising a Plan
Like pretty much everything in life, a successful negotiation requires a good
plan so you can avoid getting stuck at various stages along the way.
Here are some simple guidelines to follow as you create your plan:
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Commit to a win-win situation.
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Prepare your position.
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Do your homework.
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Begin by offering something positive to the person you are negotiating with.
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Focus on the needs and interests of the other party. Be partners, not
opponents.
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Know what your options are.
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Respond, don't react.
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Stay focused on the issue.
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Ask questions and listen closely.
As you create your plan, you may find the following tools helpful: the
Professional View-Tab® Notebook and the
View-Tab® Notebook.
Keeping a Proper Perspective
One of the most important keys to negotiation is not just hearing what the
other person wants, but understanding why they want it. As you negotiate, put
yourself into the other person's shoes and ask yourself questions from their
point of view:
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What represents a successful result for them?
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What will constitute a win for them?
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How can you make them look better?
Each person has their own perception of the situation. Often, the outcome is
simply a matter of whose perception will prove most compelling.
The Negotiation Process
As negotiator, your goal is to collaborate, cooperate, and orchestrate a joint
solution. Although it may seem incredibly complex when you begin, most
negotiations can be broken down into six essential steps: 1. Define objectives
and set inclusive goals. 2. Do your homework to prepare for the negotiation. 3.
Establish goodwill. Open the negotiation with a positive statement or comment.
4. Learn why the other side wants what they want. 5. Respond constructively.
Propose solutions that are favorable to all involved parties. 6. Conclude with
a win-win situation.
Use these Wilson Jones products to keep all your notes and pertinent documents
close-at-hand throughout the negotiation process:
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