To NEGOTIATE  –

        If you are tolerant in one moment of anger,

it will save you many days of regret so plan your negotiation strategy with care.

A handful of tips to help you reach an agreement between conflicting groups

* Do your homework

        Plan your strategy before you start  negotiating.

        What do you hope to achieve?

        Write down your goal and your final fallback position.

* Look at things from the other side’s point of view

        What do you think is their bottom line?

        Seek information by questioning to clarify issues.

        Look for unspoken problems, such as people, their personalities and their attitudes.

        Focus on the oppositions pressure points.

        Question, question, question! Shut up and listen hard.

* Look for options where there are mutual gains

        Consider the economics of the various solutions.

        Focus on mutual interests and benefits, not on non-negotiable positions

* To gain something be prepared to give something

        Be prepared to make concessions.

Those who agree in principle have little intention of putting it into practice.

         Aim for a written agreement, or an acceptance if possible. A verbal agreement isn’t ‘worth the paper it’s written on.’

        Set out an agreement in simple language using words with only one meaning.

*  Be polite and ethical

Never lose your temper under any circumstances. If you are patient in one moment of anger , you will save a hundred days of sorrow.”

        When you cannot make progress adjourn, rethink and plan your strategy for the future.

        Try, try and try again. Be willing to walk away if necessary and prepare for another day.         Set a new date and time and place to resume negotiations.

        Always express appreciation for the other side’s time and efforts.

–Geoffrey Moss (mossassociate,co,nz)

“You only fail when you give up.”

For those in need,  download our FREE book “NO JOB! WHAT NOW? available from our website.

Source: Time-Savers, Moss Associates .Ltd  New Zealand; McGraw-Hill, Australia; Times Business Books,  a Federal Publishing House, Singapore and  Qingdao Publishing House, China.