How Business Professionals Can Revamp Their Negotiation Techniques
Jonathan Osler is an educator, speaker, and negotiation consultant. He has spent years teaching people the art of negotiation. His most recent book, “The Art of Negotiation,” offers a step-by-step guide to becoming a master negotiator. This article explores some of the top tips he shares in his book on how business professionals can rethink their negotiation techniques for better results.
Be Prepared
The first step to a successful negotiation is being prepared. This means having a clear understanding of what one wants and what the other party wants. It also means doing homework on the market and understanding the other party’s strengths and weaknesses. Knowing what one is up against will give one a better idea of how to negotiate and where they might be able to compromise.
Stay Focused
Negotiations can be stressful, and it can be easy to get carried away. But it’s important to stay focused on goals and what one wants to achieve. If one gets sidetracked, they could end up agreeing to something that’s not in their best interest.
Think Outside the Box
When it comes to negotiating, it’s not a matter of simply asking for what you want and expecting to get it. One needs to demonstrate that they are willing to be creative. For example, if the employer asks for a higher salary, but it seems unfair, try coming up with an alternative offer. Instead of giving them a straight “no,” suggest other ways that could contribute to the company as part of one’s duties or ask for more vacation days so it can be easier for them to replace you if necessary.
Make the Other Party Comfortable
It’s important to remember that negotiations are all about relationships. One must establish a certain level of trust before moving forward with any deal. To end the conversation on a good note, try learning more about the other party and showing interest in what they have to say.
Prepare for the Unexpected
Jonathan Osler suggests that one needs to know what might happen during your negotiation before it starts. Think of possible obstacles to be faced and prepare oneself accordingly. If one doesn’t want to spend too much time thinking about worst-case scenarios, make sure at least one person is available outside of the meeting room who can provide backup if necessary. It could be helpful to hire an experienced professional
Be Flexible
One of the people’s biggest mistakes during negotiations is not willing to compromise. Remember, it’s not a one-sided process. The other party is likely to have some demands of their own. If one is not flexible, no agreement may be reached.
Stay Positive
It can be frustrating when talks break down, but it’s essential to stay positive and keep the lines of communication open. If the other party senses an angry or hostile response, they might become defensive, making it harder to reach an agreement. Try to remain calm and professional at all times.
The bottom line is that if one wants to be a successful negotiator, one needs to be prepared, stay focused, think outside the box, and be flexible. Most importantly, they need to maintain a positive attitude. With these tips in mind, they’re sure to have better negotiations in the future.
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