Thursday, September 7, 2017

Negotiation Pays Dividends Part 2

The art of negotiation is an acquired skill. The results of the negotiations are measured by the satisfaction of all parties involved.
  • In the end, both parties should be satisfied with the results.
  • Successful negotiations require planning, patience, and skills.
  • All parties involved should feel like they have won something.
  • If there is a definite winner and a definite loser, negotiations will not work.
One of the key elements of negotiation is preparation.  Effective preparation requires concentration in three main areas:
  • People – Learn about the person you will be negotiating with. If possible, uncover any commonalities you may share that you can talk about to help put them at ease during the negotiations.
  • Process – Understand that your needs are basic needs and that your main priority is to meet the needs they have.  If you enter into negotiations considering your needs as the most important, your negotiation attempts will fail.
  • Plateaus – Be prepared to be flexible.  Flexibility establishes trust and allows for collaboration.
Until next time...

Sheryl Tuchman, SPHR, SHRM-SCP

No comments: