You are going to convince your boss to give you a new big task, a panel of recruiters to hire you for your dream job, or to close a deal with a potential client. These are typical examples of situations in which you negotiate with a person holding more power than you. How can you prepare for this type of negotiation and succeed? The Harvard Business Review recommends confronting your fears by taking the following steps.
Trust yourself
It is natural to feel anxious when you have to compete with great colleagues or other competitors. This is, however, not a reason for you to automatically compromise your demands. Try to find out in advance whether your concerns are justified. Then, focus on what more you can offer compared to your competitors. Remind yourself that you were invited to participate in the negotiation for a reason.
Clarify the goals of both parties
Start by making a list of what you expect from the negotiation and why you expect it. Then, focus on the motivations, goals and possible obstacles of the other party. This will help you determine whether you can offer solutions to problems the other party faces.
Prepare thoroughly
Do not enter the meeting without preparing for situations that may occur on both sides. Try to find as many facts to support your opinions and as many possible solutions to the problems you anticipate.
Listen and ask
The art of listening supports your credibility. That is why you should first let the other person talk and then give him or her the opportunity to defend their statements. Ask questions and try to find out as many details as possible to adapt your offer to their specifications.
Control your emotions
Be careful to not reflect the possible negative emotions and actions of the other party. If the other party threatens you and you respond with another threat, you'll get nowhere. Stick to your goals and focus on results, not on the behavior of the other party.
Be flexible
It is much more important to understand the broader context of the situation than to prepare one negotiation strategy. Try to keep as flexible an approach as possible. If the other party makes a demand, ask why. Do not be afraid to ask for a few minutes to think. The more flexible you are, the better the deal you are able to negotiate for both the parties.
-Kk-