How often have you confronted a situated when you realized how
helpful it might be to you if you were a better and more proficient
negotiator? Isn't it somewhat disconcerting that while most of us
recognize how important negotiations are to our personal, professional
and organizational lives, there are so few who are truly proficient at
the process? In order to become a truly professional negotiator, there
is a need to understand the ABCDE of being competent
and professional in our negotiating abilites, skills and practices. This
means that negotiations are dependent on a combination of: attitude; belief in your position; clearly articulating your needs; delivering on any and all promises made; and expanding your mind to create and understand alternatives. In nearly every aspect of our personal and professional lives, we best serve ourselves and others when we best negotiate for what we believe and prioritize. Whether this relates to your interpersonal relations, leadership service, or in business (for example, your real estate professional must be a reliable, quality negotiator, if he is to best represent the needs of his client), negotiate in a quality, expert and professional manner.
1. Like most impactful activities and skills, negotiating effectively begins with our attitude. This means believing in our positions, being comfortable in our positions and own skin, and believing in our skills and abilities. It also means being positive in our approach, thus focusing on ways to make the process work rather than on the reasons why it might not! How can anyone be effective as a negotiator if he begins with anything less than a positive and productive attitude?
2. Do you believe in the positions or stances you are taking? Are they honest and forthright, thus enhancing your ability to develop a relation with your negotiating adversary, converting the process from adversarial to cooperative? Do you behave in a manner of absolute integrity, expressing your needs, while understanding the process and needs of the other side of the negotiations?
3. How clearly do you articulate your needs and/ or positions? How can you expect to be productive and get the results you need and desire if you don't clearly and express these items? Do you describe your priorities, advantages, and limitations, as well as any concerns you might have?
4. Never make promises during any negotiating that you are not certain that you can deliver! Many individuals who participate in a negotiation approach the process with the false belief that they need to deceive and exaggerate, while the reality is generally that there is little less productive activity one can take during this process. When cooperation, integrity and transparency is the emphasis, the results are optimized exponentially!
5. Expand your mind's ability and willingness to consider alternatives! When both sides understand each others' needs, they gain the ability to see how each might benefit, thus helping each other, by doing things in a different manner, thus creating the optimum win - win scenario. For example, in a hotel/ group negotiation, when the group envisions ways to save the hotel money that can then be utilized to reduce the group's costs and expenses, this win - win may be achieved and enhanced!
If you are to begin negotiating, do it the proper way! Understand the components, adhere to them, and become proficient in their use!
1. Like most impactful activities and skills, negotiating effectively begins with our attitude. This means believing in our positions, being comfortable in our positions and own skin, and believing in our skills and abilities. It also means being positive in our approach, thus focusing on ways to make the process work rather than on the reasons why it might not! How can anyone be effective as a negotiator if he begins with anything less than a positive and productive attitude?
2. Do you believe in the positions or stances you are taking? Are they honest and forthright, thus enhancing your ability to develop a relation with your negotiating adversary, converting the process from adversarial to cooperative? Do you behave in a manner of absolute integrity, expressing your needs, while understanding the process and needs of the other side of the negotiations?
3. How clearly do you articulate your needs and/ or positions? How can you expect to be productive and get the results you need and desire if you don't clearly and express these items? Do you describe your priorities, advantages, and limitations, as well as any concerns you might have?
4. Never make promises during any negotiating that you are not certain that you can deliver! Many individuals who participate in a negotiation approach the process with the false belief that they need to deceive and exaggerate, while the reality is generally that there is little less productive activity one can take during this process. When cooperation, integrity and transparency is the emphasis, the results are optimized exponentially!
5. Expand your mind's ability and willingness to consider alternatives! When both sides understand each others' needs, they gain the ability to see how each might benefit, thus helping each other, by doing things in a different manner, thus creating the optimum win - win scenario. For example, in a hotel/ group negotiation, when the group envisions ways to save the hotel money that can then be utilized to reduce the group's costs and expenses, this win - win may be achieved and enhanced!
If you are to begin negotiating, do it the proper way! Understand the components, adhere to them, and become proficient in their use!
No comments:
Post a Comment