Wouldn’t it be a different world if everybody thought the way you
did? If everybody spontaneously conformed to your every wish, your every
thought, your every feeling? Since life doesn’t work that way, you
would do well to become skilled at the art of negotiation.
In negotiation, after all, neither party holds all the aces. Instead, negotiation proceeds (or should proceed) on a rather level playing field. Since both parties want to win, what is the best way to proceed? Here are five steps.
The
wise negotiator establishes the relationship before proceeding further.
Doing so allows you to get a feeling for the person with whom you are
dealing, and vice versa. Though often ignored, "feeling" itself is an
essential part of negotiation. So, always be open and sincere. Honesty,
integrity and dignity are palpable qualities, and the foundation upon
which constructive negotiations are built.
You are best positioned to negotiate when the other party respects you, not only as a businessperson, but as a human being. Trust, which is gained through that respect, is the key to successful negotiation.
When negotiating, you too can sense if the other party's values are subpar or lack integrity altogether. No greater red flag exists in the entire arena of negotiation.
In negotiation, after all, neither party holds all the aces. Instead, negotiation proceeds (or should proceed) on a rather level playing field. Since both parties want to win, what is the best way to proceed? Here are five steps.
1. Establish the relationship
The
wise negotiator establishes the relationship before proceeding further.
Doing so allows you to get a feeling for the person with whom you are
dealing, and vice versa. Though often ignored, "feeling" itself is an
essential part of negotiation. So, always be open and sincere. Honesty,
integrity and dignity are palpable qualities, and the foundation upon
which constructive negotiations are built.You are best positioned to negotiate when the other party respects you, not only as a businessperson, but as a human being. Trust, which is gained through that respect, is the key to successful negotiation.
2. Choose 'honey over vinegar.'
You’ll do better with honey than with vinegar -- but the honey must be genuine. Never underestimate the natural ability of other people to sense who you really are. Disingenuous, manipulative and secretive are feelings that simply cannot be hidden.When negotiating, you too can sense if the other party's values are subpar or lack integrity altogether. No greater red flag exists in the entire arena of negotiation.
