Wednesday, September 13, 2017

Negotiation Pays Dividends Part 3

  • Negotiation is almost impossible when people take positions and stances.  Only when people learn each other's wants and needs can productive negotiations take place.  Ultimatums destroy the ability to negotiate. They force people to "dig in their heels" and defend nonnegotiable positions and stances.
  • Deadlocked positions are inevitable when people issue ultimatums. They are a way of saying, "this issue is not negotiable."
  • You can show respect to your negotiating partner by demonstrating a willingness to compromise and be creative.  You can sincerely listen for meaning and show eagerness to share common goals and negotiate for win-win solutions.
  • In many negotiations, you don't know at first how much you can realistically accomplish.
  • One way to know what you can expect --and help make sure others perceive you as flexible – is to have a range for your goals.
  • The range goes from the absolute most you'd like for yourself and your company to the least you think would be acceptable.  Your target will be somewhere in-between.
  • Don't have too many "must have" goals.  Instead, determine the issues and rank them in order of priority.  Take two or three at the maximum, and develop a three-tiered goal system for each. Use the other issues to smokescreen the most important issues and your main goals.
  • Only you know your client.  You must determine where you want to begin the negotiation.  The three-tiered approach, though, can help clarify negotiation goals.
  • Remember that to get what you want, you must know what you want.  A clear focus on goals helps you stay on track during the negotiating process.
 Until next time...

Sheryl Tuchman, SPHR, SHRM-SCP

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