How to NEGOTIATE 

Your actions when negotiating will demonstrate to top management how good you are as a problem-solver, negotiator and leader.

            Negotiation is getting a mutual benefit to both parties.

Five of the best steps to take when negotiating

* Analyse the situation

            Before you start, write down your desired outcome. Make it simple and clear.

            Research, research, research. The person with the most information and the hard facts usually wins.

             There may be historic or personal considerations worth thinking about. Personal conflicts can be a major limiting factor.

            Listen, listen, listen. Shut up and listen hard to what is being said. Don’t interrupt a speaker but keep questioning.      

            Use soft words and hard arguments.      

* What are the alternatives?

            There are many ways to negotiate and reach an agreement.

            Focus on the other side’s pressure points.

            Try to focus on a win/win agreement for both parties.

            Very often you will need to give something to get something.

            Generate a list of possible options. Look for the appropriate options for this current situation.

* Select the best option for both parties

            Discuss the advantages and disadvantages.

            Ask; “What if we do this or that?”

* Action Stations!

            Make a plan. Set up a time table of steps to be taken.

            List the actions to be taken and who is responsible for each step. When must they be completed?

            Set up deadline dates.

* Evaluate the actions taken

            What did we do right? What did we do wrong? Why were we successful? Could we have done better? How can we do better next time?

Geoffrey Moss (mossassociates.co.nz)

“Never fear to negotiate but never negotiate out of fear.”