Be a NEGOTIATOR –

       Successful leaders need well-developed negotiation skills. So plan your negotiation strategy with great care.

        Courtesy is a good introduction to start negotiating.

        If you are calm in one moment of anger,

it will save you many days of regret.

        The art of negotiation is to aim to get a mutually acceptable position. Use soft words and hard arguments.

A handful of tips to help you negotiate well

* Do your homework

        Plan your strategy well, before you start to negotiate. What do you hope to achieve?

        Write down your final fallback position.

* What is their bottom line?

        What do you believe to be your opponent’s bottom line?

        Seek information by questioning to clarify issues.

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

        Seek their pressure points.

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

* Look for mutual gains

        Consider the economics of the various solutions.

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

*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’; but it may be legally binding if you have witnesses.

        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 could save a hundred days of sorrow.

        Say,” How do you feel about these situations?  Ask, “What if we do this …. or that?

        Talk about positive past relationships and how we have both benefited.

        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.”

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

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