 | ||
| ||
|
Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
|
|
Negotiate Like a P.R.O.
Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success. The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon. 1. Purpose Knowing why you are engaged in a negotiation may seem obvious in some situations (to buy a lamp, to stop a fight, etc.), but more complex negotiations generally have more complex purposes. Ask yourself: -Why am I negotiating? -What are the potential benefits? -What do I ultimately hope to achieve? 2. Result/Relationship Balance A "transaction" is high result/low relationship - we get what we want, and the other person is incidental to the exchange. Buying a used car is generally a "transaction". "Relationship-builders" are meetings, calls, and exchanges of value where developing the relationship between the two parties is far more important than the actual tangible "result" outcome. Early meetings in any project are usually "relationship-builders" - what gets done is far less important than connections being made. A true "Deal" is where there is a high emphasis on both getting what you want and enhancing your relationship for the future - this "win/win" thinking takes more time and effort, but is essential in any sort of long-term agreement. Successful political (and marital!) negotiations are always predicated on achieving this balance. Give yourself the following test: If you had 20 points to distribute between creating the Result you want and enhancing the Relationship, how would you do it? Example (Result/Relationship): 15/5 - Transaction 5/15 - Relationship builder 10/10 - Deal 3. Outcomes and Options When it comes to negotiation, having a clear outcome, goal, or target in mind has been shown to be one of the primary determinants in how things come out. Ask yourself the following questions: -What specifically do I want? -What specifically do I think they want? -What are some plausible options that will get us both what we want? Bonus Tip:If you're using this to prepare for an important negotiation, take some extra time to answer the questions AS IF you were the other person in the negotiation. You will be pleasantly surprised at the insights you gain from this process. Have fun, learn heaps, and the next time you negotiate, do it like a P.R.O.! Michael Neill is a licensed Master Trainer of NLP and has written over 450 articles on in the areas of business success, money, relationships, health, happiness, well-being, and spirituality. His weekly coaching column is reprinted in newspapers and magazines throughout the world, and can be found online at http://www.geniuscatalyst.com
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
The Ultimate Truth in Persuasion OK, so you want to improve your persuasion power right?Why? What's your intention?As you know your intent directs the flow of energy in yourinteractions with others. So doesn't it just make sense tohave in mind a really clear and strong intent before youengage in your powerful persuasion mission. How to Change Somebody's Mind Believe me, it's not easy! And sometimes, it doesn't work at all.But while researching my book on how to produce more memorable writing, I stumbled upon these "mind changing" ideas from multiple sources. Barter and Its Benefits What is Barter?Barter involves 2 parties. Each party wants to trade with each other and instead of exchanging cash for products or services, the exchange is carried out with products or services that each possesses. Barter: Its Not Just for Doctors Anymore Time was, in the country, the local "doc" was as likely to get paid with a couple of chickens as a couple of dollars. Doctors these days won't stand for that, of course, but while some people have moved completely away from barter and stayed there, others have embraced it wholeheartedly. Ask for More - You May Get More If you are involved with sales, how do you feel when you hear phrases such as, "Can you do anything about your price?" or, "You'll have to do better than that." and variations on these? Does a cloud or two cross the sun? You start to think, "here we go again?. Power Pricing - Getting the Right Price for Your Products and Services There's an old joke about the New York City blackout. Power was out everywhere, and the electric company couldn't figure out what was wrong or how to fix it. Resolve Conflict In 6 Easy Steps - The BEDROL Method The principles of Negotiation can work for you in any situation, but often people ask me, "Well, its often a fact that conflict happens unexpectedly. What if I don't have time to prepare? Can negotiation skills be used on the spur of the moment?" The answer is YES. Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You Based upon my research of over 300 managers in the last two years, I have found what qualities are most important to hiring managers.You will be in a more competitive advantage if you do a self-assessment to determine if you possess these qualities. What Are The Four Types Of Negotiating Outcomes? Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. Managing the Sales Negotiation Process How many times have you heard:"You've got to drop your price by 10% or we will have no choice but to go with your competition.""You will have to make an exception to your policy if you want our business. Negotiate Like a P.R.O. Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success.The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon. Better Internal Proposals A colleague of mine has a problem. We belong to the same association and he's been trying for quite some time, without success, to get support for one of his proposals. Four Ways To Work Out Business Disputes Business owners have four options to resolve disputes with partners, vendors or customers. Each option is based on different assumptions, and entails a different cost. How To Communicate Using Space What Is Proxemics?The study of the communicative aspects of personal space and territory is called proxemics. Everyone is surrounded by an invisible zone of psychological comfort that follows us everywhere we travel. Negotiate Your Way to a Better Salary 1. Be persuasive: It's hard to force your boss to increase your compensation, and trying to do so can potentially damage your working relationship. Secrets of the Trade Revealed: Bartering for Business In its simplest form, bartering involves an equal trade. One business swaps a good or service for another. Cross Cultural Negotiations Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors. Where to FIND the BEST Employees -- Obviously, you might logically say, "that is good!" You would most certainly be on track feeling good about everyone in your area having a job. Getting everyone working and being more self-sufficient is our logical goal. Neogtiation: How to be Right Without Making Other People Wrong What exactly are we trying to accomplish by proving to others that we're right? We might win the argument but ultimately lose the relationship. Perhaps a better, deeper-rooted question is this: Why do we lose sight of success, of our big objective, when we feel challenged or intimidated?When I prepare to negotiate, provide a service or turn my employees' talent into performance, I know deep down that if I make people feel valuable they will see my input as having value. Win-Win Power Negotiating Let's talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn't normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win.
|
|
Home | Site Map | Disclaimer | Privacy Policy | CCL WebServices |
| © Career Consulting Limited 2010 |