How to Improve My Negotiation Skills
How to Improve My Negotiation Skills:
Definition of negotiation: Negotiation is a special form of communication that creates mutually beneficial, practical and long-lasting agreements
Here is a conversation between Sam and Pat about how to improve negotiation skills:
Sam: I've been thinking about how I could become a better negotiator. Can you help me understand what negotiation really involves?
Pat: Absolutely. Negotiation is essentially a form of communication aimed at reaching mutually beneficial agreements. It's about creating a win-win situation for all parties involved.
Sam: That makes sense. Are there particular principles I should follow to be successful?
Pat: Yes, indeed. Successful negotiation rests on a few foundational principles. Imagine a diagram with three circles: what you want, what the other party wants, and what is realistically possible.
Sam: Can you explain a bit more about these three elements?
Pat: Certainly. Let's start with the first one: knowing exactly what you want. This is crucial. You should prepare by writing down everything you aim to achieve from the negotiation. Divide these into 'must haves' and 'nice to haves'. This clarity helps you prioritise during discussions.
Sam: What about understanding what the other party wants?
Pat: That's equally important. Negotiation isn't just about your needs. You have to find out what the other person considers essential and desirable. The more you know about their needs and desires, the better you can navigate the negotiation towards a solution that benefits both.
Sam: And the third part, what's logically possible? How does that fit in?
Pat: This pertains to the limitations both you and the other party face, such as legal, financial, or other practical constraints. Acknowledging these limits is key to formulating a viable solution that's acceptable to both sides.
Sam: So, the ideal outcome is at the intersection of these three aspects?
Pat: Exactly. The overlap might be small, but that's where the negotiated solution lies. Sometimes, it's useful to visually map these out during the negotiation to help everyone see where that middle ground is.
Sam: I see. And if we can't find a common ground?
Pat: That's where the art of negotiation really comes into play. You might need to adjust your wants, consider alternative solutions or even rethink what's possible. Flexibility and clear thinking are crucial.
Sam: Got it. And how do I ensure the agreement we reach is durable?
Pat: The solution should be stable and beneficial for everyone involved. Think of it as not just satisfying your own needs, but ensuring the other person gains from the deal too. That's the foundation of a lasting agreement.
Negotiation Skills Training
For organisations wishing to enhance their negotiation skills, we are pleased to be able to offer an in-house Negotiation Skills Training Course.
About the Author: Chris Farmer
Chris Farmer is the founder of the Corporate Coach Group and has many years’ experience in training leaders and managers, in both the public and private sectors, to achieve their organisational goals, especially during tough economic times. He is also well aware of the disciplines and problems associated with running a business.
Over the years, Chris has designed and delivered thousands of training programmes and has coached and motivated many management teams, groups and individuals. His training programmes are both structured and clear, designed to help delegates organise their thinking and, wherever necessary, to improve their techniques and skills.
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