Last week we detailed the first set of tips to get you on your way to an all-win negotiation. Remember, a negotiation is defined as a mutual discussion and arrangement of the terms of a transaction or agreement, or the process of attempting to agree on a solution. Society is not getting any less competitive, so if you do not hone your negotiation skills soon you will continue to be steps behind your competition. As impossible as a solution may seem prior to the negotiation, with these final tips from Dale Carnegie the negotiation process can be positive for all involved.
Is Emotion Taking You Over?
Your demeanor plays a huge role in the outcome of a negotiation. No two people are just alike, so it is very easy to clash with someone during a negotiation. We sometimes have the inability to separate the issues being discussed from the people involved. This in turn makes it hard to whole-heartedly listen to others ideas without being biased.
Deal with facts, not emotions. Avoid any tendency to attack the other person or to pass judgment on his or her ideas and opinions. Maintain a rational, goal-oriented frame of mind, and put your feelings aside. This allows you to deal with the situation at hand with a clear, unbiased mind.
Honesty Really Is the Best Policy…Seriously
Do you not trust the other people involved in the negotiation? Being vague or misleading during a negotiation is a definite way to frustrate your counterpart and end on a negative note. Despite thinking you are fooling the other people involved, most people can tell when someone is not being completely upfront. Regardless of the size of your tale, I can ensure you that this negotiation will not end well.
Don’t play games. Be honest and clear about what is important to you and communicate why your goals, issues, and objectives are important to you. Despite thinking that bending the truth just a little will give you an edge above the competition, it ultimately can hurt you in the long run. Future negotiations can potentially be effected by your dishonesty. Your reputation as being truthful and reliable is an important one to maintain.
“I shall argue that strong men, conversely, know when to compromise…”- Andrew Carnegie
Are you 100% positive that your solution is the best solution? Is it your way or the highway? Remember that a negotiation is only over once the 2 parties agree to a certain extent. The sooner you realize this, the easier the negotiation will be.
Present alternatives and provide evidence. This will exemplify your willingness to compromise. Consider conceding in issues that may be important to the other person but are not of a high value to you.
Unlock the Barriers: Communication Is the Key
Many negotiations fail due to sub-par communication efforts. It can at times be difficult to listen to an opinion or point of view that you completely disagree with, causing you to ultimately not communicate as effectively as you should. As in an everyday conversation, if you are not actively participating by adding to the conversation or listening, the person you are conversing with will think that the conversation is not important to you.
Be an expert communicator during your negotiation. Nothing shows determination to find a mutually satisfactory resolution to conflict more than applying excellent communication skills. Take a genuine interest in the other side’s concerns. Focus less on your position and more on ways in which you can move toward a resolution or compromise.
Negotiations Are Like Songs…
The negotiation process can be hard and stressful. Chances are you did not fully agree with the other negotiators involved, and are not looking forward to having to negotiate again. However, maintaining a good relationship with the other parties is important for future business and negotiations.
End on a good note. Before leaving your negotiation, make sure to double-check that everyone involved agrees and approves of the final solution. Shake on it and agree on the action steps: who is responsible for each step, how success will be measured, and how and when the decision will be evaluated. Be open to agreeing to disagree.
The Light at the End of the Tunnel…..Final Tip
The negotiation is finally over! Now what?
Enjoy the process. Look at the benefits of learning other people’s point of view. People report that after overcoming conflict and reaching an agreement, the relationship grew even stronger.
Follow these simple yet useful tips to become a polished negotiator! Visit us soon for more articles and tips to help you achieve your leadership potential.