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Six Steps to Improve Your Negotiation Skills
Do you struggle when presenting
your needs to others? If so, you may need help with
negotiation skills!
Getting your needs met
in a positive manner requires skill and assertiveness.
Here are six fundamental rules to follow so that you
are prepared for the negotiation process.
1. Time your discussion
Most people think clearly during early
morning periods. To be a successful negotiator you will
need to accommodate the mood and mind of the other person
who you are approaching. Find a time for negotiation
that seems best for both yourself and the other party.
It is better to move the meeting to a time that is available
for the other party, if required, and this will increase
your chances of negotiating with success.
2. Break the Ice
Use your initial contact time to create
small talk prior to negotiating at a more serious level.
The aim of this is to create a positive and friendly
environment so that you can pitch your appeal for what
you need in an atmosphere that is open. Only move into
the negotiation process when you are sure that your
request will be considered in a positive moment.
3. Use “I” Statements
Frame your statements in the first person,
stating what you want directly. For example, if you
feel that you are performing your work satisfactorily
and would like to negotiate a raise with your employer,
use the phrase, “I would like to bring up the subject
of a pay rise.”
One mistake that people often make during
negotiation is using “You” statements. These
types of requests come across negatively because there
is the underlying feeling that the other person has
let you down. For example, if you stated, “You
need to consider paying me more for the work I do around
here”, this statement may be taken as a criticism.
4. Be honest and direct
Be honest about your situation. Explain
what you need and don’t leave the other person
guessing about why you’re approaching them.
5. Show appreciation
All successful negotiators understand
that a win-win situation can be produced when both parties
compromise on things of lesser importance. When the
other party agrees to your request demonstrate your
appreciation by thanking them verbally, and in any other
way that you think appropriate.
6. Stick to the issue
Finally, the negotiation process can
become quite complex. To avoid getting lost in the details,
keep to the topic that you need them to agree to. Make
sure you don’t confuse the items you are negotiating
with items of personal interest.
By using these six rules in the negotiation
process you will be able to produce win-win outcomes
that are mutually acceptable.
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