Successful Negotiation
6/15/2003
Negotiating skills are vital to a successful career. How do your abilities rate?
Do you have specific goals?
Be sure you know what you’re really trying to accomplish. List your objectives in order of importance and be willing to sacrifice a few of the lesser items in order to gain the more important ones.
Are you willing to make concessions?
If you insist on winning every point, you’ll anger and alienate your opponent. Conceding on one or two items will create an atmosphere of cooperation and help build a relationship that will last beyond the negotiation session.
Do you play devil’s advocate?
Before going ahead, challenge your own position anticipating objections and inconsistencies. If you understand the strengths and weaknesses of your posture, you’ll be able to negotiate for a better outcome.
Do you consider your opponent’s needs?
If you can offer something of value to the other person, you’ll be in a more powerful position to ask for what you want.
Have you done your homework?
Knowledge is your most powerful weapon. Verify the validity of your position and do some research into the kinds of facts and issues your opponent is likely to present on you.
Are you prepared to lose?
Face it. You’re not going to win every time. If you’re not able to accept your losses gracefully, reconsider whether you want to enter into the negotiation at all.
