Basic Negotiating Tips

We all negotiate in our personal and professional lives.

We negotiate when we go to a garage sale, or when we want

to do something different at work, or when we are dealing

with members of the public.

Sometimes its easy to negotiate, but other times, when we

have a great deal at stake or we are upset, the task can be

intimidating or difficult.

We are going to talk about some tips to effective negotiating

that can help you work more effectively with your customers,

co-workers, and boss. They are also applicable to other

interpersonal situations.

Overview of The Negotiation Process

Negotiating is the process by which two or more parties with

different needs and goals work to find a mutually acceptable

solution to an issue. Because negotiating is an inter-personal

process, each negotiating situation is different, and influenced

by each party's skills, attitudes and style. We often look at

negotiating as unpleasant, because it implies conflict, but

negotiating need not be characterized by bad feelings, or angry

behaviour. Understanding more about the negotiation process

allows us to manage our negotiations with confidence increases

the chance that the outcomes will be positive for both parties.

Negotiation need not be confrontational. In fact effective

negotiation is characterized by the parties working together to

find a solution, rather than each party trying to WIN the contest

of wills. Keep in mind that the attitude that you take in negotiation

(eg. hostile, cooperative) will set the tone for the interaction.

If you are confrontational, you will have a fight on your hands.

Trying To Win At All Costs

If you "win" there must be a loser, and that can create more

difficulty down the road. The best perspective in negotiation

is to try to find a solution where both parties "win". Try not

to view negotiation as a contest that must be won.

Becoming Emotional

It's normal to become emotional during negotiation that is

important. However, as we get more emotional, we are

less able to channel our negotiating behaviour in constructive

ways. It is important to maintain control.

Not Trying To Understand The Other Person

Since we are trying to find a solution acceptable to both parties,

we need to understand the other person's needs, and wants

with respect to the issue. If we don't know what the person

needs or wants, we will be unable to negotiate properly.

Often, when we take the time to find out about the other

person, we discover that there is no significant disagreement.