Negotiation is a critical leadership skill and the most effective negotiators approach it differently than you would expect. They view it as a collaborative activity. For them it’s more about cooperation than coercion. Don’t bluff, since bluffing can hurt your credibility. Usually bluffing is quite easy to spot. Communicating your needs honestly is OK, but playing games is a no-go – that is the first piece of advice by the smartblogs.com website.
1. You must know what you want
It is obvious, right? Still, you can’t hope to structure an effective argument if you aren’t sure about your reasons.
When you are able to explain your motivations to your counterpart, it can strengthen your position. An effective argument is based on credible reasoning. Share your motivation.
2. Set a bottom line and truly be ready to walk away
You need to set a clear bottom line before a negotiation takes place. It is important that you are willing to walk away if the limits you have chosen are not met. There are two reasons for this.
First reason is that it shifts the power dynamic of the negotiation. It is about how the person negotiating with you approaches you. When he doesn’t sense your firm determination to walk away in case the negotiation arrives at an unacceptable result, he will be much less likely to give ground.
Second reason is that once you have set a bottom limit, you protect yourself as well. You will know that any concession beyond that will not be possible for you to bear in the long run.
3. Listen, listen, listen
You need to understand the motivation of your counterpart. Effective negotiation is about working with one another to find a solution that satisfies the needs of both parties. You need to ask probing questions. Simply, you must ask why they ask what they are asking. Remember, you can discuss the implications of not making a deal without being confrontational.
-jk-