Avoid being dragged into a negotiation blindfolded
When people think of negotiation, they mainly think of formal and big scale negotiations such as between nations (Egypt vs. Israel) or political parties (Democrats vs. Republicans), corporate management vs. labor union leaders, and so on. Many neglect the fact that we all enter into negotiations on a consistent basis at home, on the road, in the office, marketplace, almost everywhere. This negligence has denied many of us from honing our negotiation skills on a consistent basis. Many of us leave great stuffs on the negotiation table because we haven’t mastered negotiation; we lack this important soft skill.
Yesterday, I had a wonderful opportunity to facilitate a one-day workshop in VA for a client. Participants came from diverse cultures. Some were local in the DC metro area while some from other states, and still others from out side of the US such as from Argentina, Spain, East Europe, and so on. We had a wonderful time. I was truly delighted to hear- at the end of the workshop, participants sharing the major lessons they learned, and some of the immediate actions they would take when they go back to their workplace.
Let me just give you one quick tip if you have a desire to develop and master your negotiation skills. A number of people that I talked to undermine the significance of preparation: the importance of the meetings before the actual negotiation in the boardroom. The problem emanates from a misunderstanding. Many good and smart people think that negotiation begins when they ask and make concessions at the heart of the negotiation. Successful negotiators, on the other hand, do their homework well before they enter into the negotiation room.
Here are some of the things you should do as you prepare for both formal and informal negotiations, if your desire is to get what you need (not necessary what you want) from a win-win negotiation. Know:
1. With whom you are dealing with
2. What your and their wants, and also needs are
3. Yours and their best and worst case scenarios
4. Yours and their walking away points
5. And more…
If you fail to answer these questions adequately prior going to the negotiation table, you’re allowing yourself dragged into the room blindfolded.
One last point I’d to make is that if you’re not prepared to walk away, you’re not in a true negotiation. But, make sure to be clear of the conditions that may lead you to walk away. Hope these help…
Assegid (AZ) Habtewold is a trainer and workshop facilitator at Success Pathways, LLC. He provides leadership soft skill workshops on themes such as Negotiation Skills, Conflict Resolution, Diversity and Inclusion, Problem Solving and Decision Making, Leading Change, and other leadership related topics. Here is the link to checkout the learning objectives of our Negotiation Skills workshop: http://successpws.com/?page_id=1483. If you are interested to checkout our Business and Managerial Skills Trainings, here is the link: http://successpws.com/?page_id=1909. To learn more about the other available Leadership Workshops, you may checkout this link: http://successpws.com/?page_id=22