Do you feel that someone is continually taking advantage of you? Do you struggle to persuade and get the best of your opponent?
Negotiation is not a policy. It's a technique. Negotiation is a critical skill. But it is learnable like others skills: language, sales, leadership, consulting… Everywhere you go in life, everything is negotiable, and you can be an excellent negotiator both on your behalf and on behalf of your organization. You can negotiate the best opportunity, the high pay, the promotion, the best good conditions, benefits and bonuses. You can negotiate the best deal for the organization: the best sales, contracts, services/products, facilities…Below are the 5 key rules to Negotiate Professionally.
Preparation is 80% of a successful negotiation. Think about the key subject of the negotiation. Ask yourself what is the maximum and the minimum you want to pay or take, what is the objective you want to accomplish. Think everything another person may want and prepare your own case. Never let personalities stop the negotiation. Identify your interests and the needs of both people. Develop options. Agree on the objective measurements.
2. WIN-WIN NEGOTIATION
The basic Rule in business negotiation is win–win or no deal negotiation: You come up with the solution that is acceptable to both parties or you refuse to negotiate at all. Sometimes, the ideal solution different to the starting point of both parties comes from the third party. Excellent negotiators are open to this solution that makes both people completely happy. Collaboration is highly recommended than competition.
3. CREATIVE RATHER THAN COMPETITIVE
Another basic rule: An Excellent negotiator is creative rather than competitive. He/she tries to propose many solutions. Both parties are happy and satisfied with the solution and are willing to negotiate again. They are committed and motivated to fulfill the agreement.
4. THE EXPERTISE POWER
The more power you have the more deal you get. You know more about what is going on in the marketplace than the other person. You have done your research. Know the need of the other person is another source of power. Find out why the other person wants to negotiate, what they need. Identification is another source of power in negotiation. Ask friendly the other person what he/she ideally wants to accomplish as the result of the discussion. You will get the key information that will help you throughout the negotiation.
5. INVESTMENT OF TIME, MONEY, EMOTION
Investment is a key power tool in negotiating: investment of time, investment of money, investment of emotion. The more the other person is involved, the more committed they are to make a deal. The person, who is the most emotionally involved, has the least power in negotiation. Instead of expressing high desire, show that you have many options. Develop many options or three choices. Time is a critical element in negotiation. If people try to use rushing against you, never accept to be rushed because rushing is a tactic. Delay can be a powerful strategy in negotiating. The more you postpone the decision until later, the better you sleep on it.
Never give a concession without a concession.
You can become an excellent negotiator both on your behalf and on behalf of your organization. Practice until you become an excellent negotiator. The best negotiators are those who are the easiest, nicest people to deal with, very sensitive, and much more open to reach a win-win agreement.
By: Jean Rwagaju
Jean Rwagaju is an Entrepreneur, a Consultant in HR strategy, Labor Law and Marketing customer strategy. He holds a Master’s degree in Human Resources Management and a Master of Employment Law from Paris West Nanterre La Defense University. He is a Project Management Professional (PMP) from Project Management Institute and a Professional of sales techniques. Blog: http://beblogger.net/ Web site: http://provenandtested.com/