Secrets of Successful Negotiation

Negotiation is the process of discussing something with someone to reach an agreement. Ideally the discussion resolves the issue in a way that both parties find acceptable. Negotiations involve give and take, compromises, and communication skills. ?

One of our favorite books on the topic is Never Split the Difference by Christopher Voss . ?

It’s mind-boggling to consider how often we negotiate. Here are the core steps:

• Prepare – Understand the context, the trade-offs and potential outcomes. Prioritize your interests and desired outcomes. Don’t skimp on this step! Invest the time to fully understand your position and that of the other party.
• Negotiate – Build trust, clarify goals, discuss, ask questions, adapt your strategy. Most negotiations in life involve both competition (value-claiming) and cooperation (value-creating.) Win|Win by practicing both. Enlarge the pie before dividing it.
• Conclude – Confirm understanding, make a small additional request, close the conversation, evaluate yourself and assess. Take time to determine what went well as well as what you’ve learned and can do differently next time.

Negotiation is a skill and an art form. The more you practice, the better you will get and the more successful you will be in your career and your life.

ACTION:

Next time you are negotiating, put these steps into action and see your outcome improve!