10 Keys to Successful Negotiation |
Negotiating is a skill that like
warfare tactics must be honed. It is important to be mentally prepared to win.
Do the ground work well before your reach the negotiating table and decide on
the "path" you are going to take. Positivity will help as also a
sense of confidence and self esteem. Set aside any doubts you may have and
stride forward prepared to win at all costs.
The five cornerstones of successful negotiation
skills are placing emphasis on common points; presenting clear arguments; being
innovative and open to several options; focusing on the problem being dealt
with; looking for a clear solution. The key is to be clear about your preferred
outcome. However in the back of your mind you must be willing to compromise to
some extent.
A good negotiator is an excellent communicator and
understands how human beings think, feel, and function. You must be able to
befriend the people seated on the other side of the negotiating table. You must
know when to push hard, when to accept a compromise, and when to walk away. A
negotiator is in many ways an artist he needs a great amount of creativity to
steer the negotiations to a successful completion. A negotiator must keep in
mind the 3Fs: fair, fast, and firm.
According to the gurus there are tactics to be used for
negotiating:
1. Be focused on the problem or issue. Logical
arguments are the key to smooth negotiations.
2. It is important to be firm yet polite when
making a stand or presenting a point.
3. Clearly emphasize the advantages and
disadvantages.
4. Be patient and let the process of negotiation
take its course.
5. Put ego aside and concentrate on the matter at
hand. It is finding an amiable solution that's important not self worth or
position.
6. Never threaten or manipulate the opposite
party-it is completely unethical and unfair.
7. Aim for solutions that are interest based and
not what individual desires or aims are. It is best to consider any situation
as a whole rather than from a personal view point.
8. Avoid psychological traps and have the
magnanimity to admit when you are wrong. Be open minded.
9. Don't accept weak solutions and try and
negotiate a plausible settlement. Temporary measures are not what you need. A
permanent solution must be sought.
10. Value time, schedules, and deadlines. A good
negotiator will not beat around the bush or adopt delay tactics or waste time
talking about mundane matters. It is professional to immediately get down to
the business at hand.
Most human beings are born negotiators. From the
first breath a baby takes it makes all around him dance to his tunes. Most of
us consciously or unconsciously do what we have to do to get our own way in
life. And, if we look closely it is just mastering the art of negotiation.
source: articlegeek.com
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