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How to Negotiate without Compromising Everything
| Guest post by: Ric Phillips |
Article Overview: An entrepreneur needs to negotiate for pricing, supplies, with clients, etc. and we cannot be intimidated into giving up everything. At the same time, we don't want to come off as a bully either. Please read on...
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Free Download - R-E-O Improves Your Listening & Management Skills By Ric Phillips |
How to Negotiate without Compromising Everything
How
do you feel about this word ‘compromise’? Does
it have a positive meaning for
you, where you say to yourself “okay great, now we both (or all) will
win. I love win-win situations”. Or
does the word ‘compromise’ have a negative
connotation to you, where you think “oh great, now I have to give up
something I really want or something I worked hard for (or otherwise
feel entitled to). That is not fair to me. Why can’t the laws of social Darwinism apply, and may
the best negotiator win?”
The
simple answer is this: When you win, you feel
good. When you lose, you feel bad.
Now if you have the chance to make another person either feel
good or feel bad, what should you do? What is the
moral thing to do? Their emotional wellness is
in your hands. Be responsible.
You
should not willingly cause someone pain, suffering and emotional damage
if you can avoid it. That is why I am suggesting
you try to preserve people’s dignity and feelings even when negotiating
hard.
Notice
that I did not say to roll over. It is still
quite acceptable to negotiate hard, to use persuasion and influence
tactics like NLP, and to protect your interests. What
I am specifically saying is to not use unfounded aggression,
aggravation or bullying to get your way, whatever the cost.
What
is the cost? Could be friendship, business
contacts, neighbours, or more.
What
can we do instead? Negotiate but do not insult. This is the difference between being assertive and
aggressive. Assertive people stand up but stay
calm. Aggressive people do not remain calm. They let their emotions overtake them, and the results
are often painful. Go after what you want but
with respect. Speak with respect and your
opponent will have no choice but to respect you. Have
a discussion, not an argument.
May
the best person win – or may you both or all win!
For
more help with negotiations, I can offer these tips:
Top 10 Tips
for Successful Negotiations
1 – Be prepared to walk away if your minimum standards
are not met.
2 – Be confident, but that does not mean aggressive.
3 – Do not show weaknesses. Find
weaknesses in your opponent ahead of time, or even during talks.
4 – Be prepared to give and take, which means being
open-minded to new and creative solutions and compromises.
5 – Know your maximums and minimums. Know
your fallback position and your deal-breakers. Know
your L-I-M: What you would LIKE to have, what you
INTEND to have, and what you MUST have. Or you
can think of it as the 3Ls: “At Least I’m going to do_____, I’d Like to
achieve_____, and I’d Love to achieve_____”
6 – Consider ahead of time their concerns and wants
using empathy or inside knowledge. Then confirm
using open-ended questions during talks.
7 – Work for a long-term relationship, not short-term
solution. Loyalty is hard to come by, so try to
build it during negotiations.
8 – Tailor your offering. It is
not just about the money. It is emotional as
well.
9 – Lead them where they want to go … with
imagination. Paint a picture in their minds of
the final outcome, the future vision.
10 – Study body language, so you can read them and
control your messages, and become an excellent active listener.
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Article Tags: communication skills, compromise, entrepreneur, negotiations
Referred by: http://www.eslincanada.com
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About the Author: Ric Phillips RSS for Ric's articles - Visit Ric's website We specialize in executive & management coaching, staff training & workshops, and English communication assessments for recruiting purposes. All coaching and training use our unique 3V system to focus on the 3Vs – Verbal, Vocal, and Visual communication skills. Our program specialties are First Impression Management, Body Language, Communicating with Confidence, People Management, Public Speaking & Presentations, Persuasion, Conflict Management, Business English, Accent Reduction, and Industry-Specific Communication Assessments. More info can be found at http://www.3VCommunications.ca Click here to visit Ric's website  
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