1) Prepare
Do some research on the
people involved and their company culture. Having that information top of mind will be very helpful. Once
you are in the heat of the moment,
you will need to think on your feet.
If possible, learn more about the person you’ll be negotiating with and their
style. This will help you prepare and not get
blindsided.
2) Make Small Talk
Introduce yourself and
take some time to get to know the other parties. This will help build rapport. This can lower the guard of the other side and
allow you to gather important information about their interests. According to a
Stanford University paper called “Schmooze
or Lose,” students who schmoozed before a negotiation were much more likely to come to agreement than those students
who didn’t. Making smart small talk “is where the great negotiators really shine,” says Professor Wheeler.
3) Don’t fear confrontation
When an important
relationship is on the line, you may
be tempted to cave in to the other
side’s demands. Maybe you concede
because want to avoid confrontation.
Experts say that pushing back in a
professional way is part of the process. It’s okay to challenge people, as long
as you do so respectfully.
4) Use "we" instead of "I"
Using “we” instead of “I” stresses what you have in common. It shows the other side
that there are areas of agreement. Find
common ground. If the other side
identifies hot-button issues, listen
carefully and show an interest in helping them. Understanding their issues will
help you come up with new
possibilities to put on the table.
(to) drive a hard bargain – to make a deal to one’s
advantage; to be a skillful negotiator
(to) jeopardize – to put at risk
(to) compromise
– to reach an agreement in which both sides accept less than they would like
(to) settle
for less – to accept less than one would like
(to) maintain
good relations – to stay friendly with someone
(to) keep in mind – to remember
top of mind – at the
center of one’s thoughts; readily accessible
in the heat of the moment
– in the middle of a situation, often a difficult one
(to) think
on one’s feet – to think quickly; to have good answers ready
(to) get
blindsided – to be caught unprepared
(to) build rapport – to
create a friendly relationship
(to) lower one’s guard –
to stop being cautious; to open up to new ideas or experiences
(to) schmooze
– to talk informally or casually
(to) come
to agreement – to reach an agreement
(to) shine
– to do really well; to show one’s best side
confrontation – conflict; argument
on the line – at serious
risk
(to) cave in to – to
agree to something you don’t really want
(to) concede
– to yield; to give in
(to) push back
– to argue; to refuse to accept something
(to) have in common – to
share (such as interests or ideas)
areas of agreement –
things that both sides agree on
common ground – shared
interests or beliefs
hot-button issue – a very
important issue; an issue that raises strong emotions in people
come up with – to
identify; to find
on the table – an option,
especially one that has been presented and can be negotiated (if something is
“put on the table,” it is presented for to be discussed).
LearnWorlds
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Wouldn't it be a good idea to create a course?
