Getting to "Yes" - Negotiating with Panache

Getting to "Yes" - Negotiating with Panache
I have recently helped several clients negotiate better
contracts for themselves. Not just better financially, but
more aligned with professional goals they have and the
types of work they actually enjoy doing. Negotiation is a
steep learning curve for many, but vital to understand.

Getting to "Yes" - Negotiating with Panache

The higher you climb up the professional ladder, the more
your daily work life revolves around negotiations for both
you and your team mates. Most people initially think of
salary packages when considering negotiation skills.
However, these skills can range from eliciting help from
colleagues to getting support for your new ideas from more
senior colleagues and board members.

Identify your main goal for the negotiation and where you
would be prepared to compromise. Always go in asking for a
bit more than you would like, more money for a project,
more salary or holiday entitlement, more funding for staff
training. If you have an idea of what your main goals are,
the areas on which you compromise will seem like "gifts" or
concessions to the other side, making you appear more
reasonable and willing to negotiate.

Do not remain so attached to the idea of "winning" the
argument. Putting your point of view forward without
seeming to be attached to the results helps others lower
their guard, relax and be able to see your perspective.
Going in with a cross to bear only elicits resistance and
tension in others. If you stick to the benefits and logic
of an argument, often others will embrace it and sometimes
even think of it as their idea - a major benefit if you
want implementation more than recognition.

Top Tips for Effective Negotiation

1. Assume everyone has influence. When trying to land a
sale or impress at an interview, never assume you know who
is completely in charge. Heads of organisations often take
advice from a wide range of people, so don't concentrate
your efforts only on one person. A kind word for a
secretary or personal assistant often helps just getting
you the interview slot you want and in fact, many
executives will solicit information about your demeanour
from their staff. So don't wait to turn on the charm until
you see the whites of the CEO's eyes - greet everyone with
respect.

2. When entering a negotiation, listen to the other side
first. You will frequently hear priorities that overlap
with your point of view. Verbally recognise these points
and build them into a foundation for the concept you are
proposing. Listening also conveys that you want this to be
a collaborative process, a good start for any negotiator.

3. Verbally reflect what they are saying to convey that you
understand what they want. Use phrases like "What I hear
you saying is-" or "If I understand you correctly -".
This allows them to correct any miscommunication while
demonstrating they are truly being heard; an invaluable
asset for any negotiation.

4. After listening, start by emphasising the points with
which you agree. Shared priorities and experiences allow
differences of opinion to be only one part of the story of
how you both want to move forward.

5. If you can, phrase all of your questions in an open
manner avoiding answers that are likely to begin with "No".
Limiting the usage of this word keeps the atmosphere
feeling collaborative, not combative.

6. At the end, summarise the agreements, actions points and
compromises each side will be taking from the meeting and
minute the details as this can eliminate problems or
back-tracking later on.

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