Negotiation is a delicate and nuanced subject.
There is no right way to do it because there are so many moving parts. There is however, lots of wrong ways to do it. Being too aggressive, being too timid, being willing to split the difference (….which you should NEVER do supposedly). All of these are the wrong ways…or are they? Each and every negotiation you enter into means you are beginning at square one. There are no shortcuts. Each and every negotiation contains its own opportunities and roadblocks. Knowing when to give in or when to hold your position is key. You must continue to deliberately practice the key components of negotiation. You will begin to understand when to push and when to pull back. This will eventually lead to your success.
In this Podcast+ you will learn:
6 tools –
- Be dispassionate
- Prepare
- Find the decision maker
- Focus on your goals
- Make human contact
- Acknowledge the other party’s power and position
People are (almost) everything – People are 5 times more likely to help you if you make a human connection
Perception and communication – We usually cannot see each others worldview. Fundamental attribution error – thinking everyone sees things the same as you. think gestures in different countries
Hard Bargainers and Standards – The power of standards – use their own standards to get what you deserve. Be incremental – Don’t ask for the big thing at the beginning, build to it.
Trading items of unequal value – What if you can’t get the info on their interests… guess! if you’re right, great, if not, they’ll tell you. Ultimately, you must understand the other side on an emotional level. Keep digging and find their real goals.
Emotion – Don’t deal with people who try to make you emotional Control your emotions by lowering expectations. You will then be pleasantly surprised.
Putting it all together –
4 quadrants:
1. problems and goals goals – short and long who is involved? Prep time and who has more info
2. situation analysis Needs/interests – equal, conflicting perceptions communication – style, relationship?
3. options/risk reduction incremental steps to reach goal- what are they? 3rd parties – common enemies, influencers framing – create a vision
4. Actions best options – giveaways, dealbreakers who presents – how and to whom? process – agenda, deadlines next steps – who does what?
