In an office, as in a war, negotiation is won much before the first battle is ever fought. But unlike in a war, successful negotiation has both parties walking away as winners. Negotiation is the skill of reaching an agreement, be it with the boss and colleagues in office, or clients and vendors outside the organization.
Like any other skill, negotiation requires learning and practice. The key issues often boil down to reaching an agreement that is mutually beneficial and seeking a working relationship that permits the benefits to flow. This process can be made profitable and enjoyable for all concerned if some basic steps are followed.
The three cornerstones of successful negotiation are homework, homework and some more homework. The better prepared you are with factual data before heading into a negotiation, the more effective you will be. Try and prioritise the needs of both parties and you can plan towards a mutually advantageous solution. Always listen with an open mind, focus on receiving and communicating with maximum clarity, and maintain sufficient emotional distance.
While negotiating with a client/vendor, enter the discussion with a win-win mindset. Understand that both the parties need to walk away with gains. Try and be the first to make an offer. It will help anchor the client to your view and the final agreement is more likely to end closer to your proposal. Do not compromise on your ethical standards. Most clients/vendors would be happy to work where they perceive the other person to be fair. While the client has the right to ask and know before paying, both parties are entitled to take time to think through their reactions.
Below are some negotiation nuances:
- ACBD - Always Consult Before Deciding;
- Work on Real Benefits: Think about the real needs, priorities and interests of each person;
- Hard on Problem, Soft on People: Solve the problem and look after the relationship. Don't let your personal feelings affect the agreement;
- Multiple Solutions: Think out of the box. Most problems have more solutions than you can count;
At the end of the day, every interaction with a client/vendor teaches us something new that adds to our negotiation experience. It is a skill that takes years to master. Know that negotiation with clients is often focused on money.
Source: Expert View, Money Today December 21, 2010
No comments:
Post a Comment