 |
Untitled
|
| Seven Steps to a Good Negotiation |
|
| By Wilson Jones |
|
Negotiating is a part of life. You do it every day to get your kids out of bed, to get along with your co-workers, and to keep your boss happy. By following these seven simple steps, you can build great negotiation habits.
1. Do your homework.
In any situation, the other party will respect what you have to say if you know what you're talking about. Don't go into a negotiation without some preparation beforehand. Write down the issues at hand, the objectives you'd like to accomplish, and the criteria by which you will measure success.
2. Separate the people from the problem.
When there is a conflict, do everything in your power to keep it from becoming personal. Focus on the problem at hand and take logical steps to overcome it.
3. Practice what you preach when it comes to hearing the other side.
As the old adage says, "You learn more with your mouth closed and your ears open." Listen to what the other party has to say. Put yourself in their shoes and hear them out. You'll be able to reach a satisfying conclusion much easier if you know where the other person is coming from.
4. Don't rush to judgment.
Negotiation that focuses on the interests and needs of both parties is more appealing than sitting in judgment or having judgment laid on you when you're negotiating. A good negotiator does everything he or she can to collaborate, cooperate, and reach a conclusion together with the other party.
5. No pigeonholing.
Don't pin a too-specific description on the other party, whether it is their gender, ethnicity, education, occupation or business center. Often when you make a sweeping generalization, you end up assuming something about another person that is not true.
6. Use objective criteria.
Don't just see the situation from your point of view. Step outside of yourself as much as possible so you can see the whole picture. If you were someone coming in from the outside, what would you do?
7. Be flexible.
It's okay to be wrong. It's also okay to change your expectations. Whenever possible, move to meet the other person somewhere in the middle.
Be sure to check out the following Wilson Jones products that will aid you as you prepare for negotiations:
- The Professional Notebook
- The Professional View-Tab Binder
- The Professional Folio
|
|
|
|
|
|
![](../../images/wsSpacer.gif"){kind=spacer}