How much of your day is spent negotiating? Much more than you imagine!
“You pick up the kids and I’ll go to the Supermarket”
“Empty the dishwasher and I’ll put out the rubbish”
” Boss, about that pay rise”
Follow these 5 simple steps in order to achieve the OUTCOME you desire. Every Time.
1. Diagnose Needs What do you want to get out of the process? What do you think the other side wants?
2. What STYLE of Negotiation will you adopt? Will you be cooperative or competitive? It depends on how strong you think your position is but remember that you might need to renegotiate with the other party in the future so if you hammer them now, expect to get it back later.
3. Control the CLIMATE. What time will you meet? Where will you meet? Halfway and at a convenient time or will you insist that they travel all the way to your office for a breakfast meeting? Everything you do before any meeting is indicative of your negotiating stance.
4. Use of TACTICS. Applicable to both parties. What are your counter strategies?
5. Manages the PHASES of negotiation. It’s unlikely that you will leap from introduction to deal making in one go. Once both parties have made introductions it will be time to see where the ‘gaps’ or ‘conflict areas’ exist. Gradually both parties will become more integrated and eventually reach a settlement.
Never lose sight of the OUTCOME you want to achieve for both the short and long term.