Negotiation is a valuable skill that can help you achieve your goals, resolve conflicts, and build trust with others. But how do you help others negotiate better, especially if they are your colleagues, clients, or partners? In this article, you will learn some practical tips and techniques to coach, support, and empower others to negotiate effectively.
The first step to help others negotiate better is to understand their needs, interests, and motivations. What are they trying to achieve? What are their priorities and preferences? What are their fears and concerns? By asking open-ended questions, listening actively, and empathizing with their perspective, you can help them clarify their goals and identify their best alternatives. This will also help you build rapport and trust with them, which is essential for a successful negotiation.
First and foremost, what’s their comfort level for pain/disagreement? Only then can we assess/create the roadmap for them. For higher tolerances, we could guide them to tactfully engage with efficiency whereas those not comfortable negotiating may need longer timelines and more passive methods. In any case, creating a plan they’re comfortable with (curated) will assure implementation of what we teach into the long term.
The second step to help others negotiate better is to share your knowledge and experience with them. You can offer them relevant information, insights, and advice that can help them prepare and plan for the negotiation. For example, you can share some market research, industry trends, best practices, or case studies that can support their arguments or proposals. You can also share some negotiation strategies, tactics, or frameworks that can help them structure their approach and communicate effectively.
Some Negotiation guidance knowledge sharing to remember: Set clear and realistic objectives and target outcomes. Conduct proper preparation. Focus on understanding the other party/ parties. Focus to achieve a win-win; and not only a win for yourself. Listen to the other party. Build rapport and trust. Focus on value.
The third step to help others negotiate better is to provide feedback and suggestions for improvement. You can do this before, during, or after the negotiation, depending on the situation and the relationship. For example, you can conduct a mock negotiation with them and give them constructive feedback on their strengths and weaknesses. You can also observe them during the negotiation and offer them timely tips or cues to help them adjust their behavior or tactics. You can also debrief them after the negotiation and help them reflect on their performance and outcomes.
Effective and sincere feedback efforts significantly increase negotiation outcomes and effectiveness. The approach needs to be one of a learning opportunity and not a critique analysis or finger-pointing exercise. “We are here to play the ball, not the player.” Diversity of views are key, and it is important to ensure openness, as well as candour is welcomed. As the facilitator or mentor, ensure you create a safe space to provide honest and constructive feedback.
The fourth step to help others negotiate better is to encourage them to practice and learn from their experiences. Negotiation is a skill that can be improved with practice and feedback. You can help them find opportunities to negotiate in different contexts and situations, such as with suppliers, customers, colleagues, or managers. You can also help them set specific and measurable goals for their negotiation skills and track their progress and results. You can also celebrate their achievements and recognize their efforts.
The fifth step to help others negotiate better is to empower them to decide and act on their own. You can do this by respecting their autonomy and agency, and avoiding imposing your opinions or preferences on them. You can also do this by supporting their confidence and self-efficacy, and acknowledging their capabilities and potential. You can also do this by providing them with resources and tools that can help them negotiate effectively, such as checklists, templates, or scripts.
Create an understanding of the various reasons to negotiate, for instance: Costs - To reduce the cost of procurement by achieving optimum pricing or value for money. Value - To achieve added value such as reduced lead times. Delivery - To improve performance through Key performance indicators. Disagreement - To resolve disagreement through achieving understanding. Problem - To solve a problem. Quality - To achieve better quality through reducing deficiencies. Agreement - To reach mutual agreement where all parties are satisfied.
The sixth step to help others negotiate better is to collaborate with them and create win-win solutions. You can do this by aligning your interests and goals with theirs, and finding ways to create value for both parties. You can also do this by communicating openly and honestly with them, and sharing your expectations and feedback. You can also do this by resolving any conflicts or issues that may arise during the negotiation, and maintaining a positive and respectful relationship.