Three Negotiating Strategies
Negotiating is the process of enticing someone else to do what you want them to do for you. That can be selling something for less, providing service you need, or paying more for something you have. Obviously there are endless applications of negotiating but you get the drift.
When you interact with other people you are always negotiating in some way. Whether it is passing in the hall or closing a large real estate deal, you must reach an agreement. Getting to a consensus is the process of negotiating.Forcing your way on others may be effective while you have the power to do so but will quickly wear thin at work, at home or with friends.
If negotiating is so prevalent in our lives it makes sense to consider these three negotiating strategies:
1. Get to know the other person. How, you might ask, do you get to know a person you meet in the hall? One of you needs to step aside to pass. By observing the other person you can assess your need to be considerate of an older person, the fact that the other person is preoccupied and does not see you, or a threatening glare. In any negotiation the other person will reveal valuable information through nonverbal signals and innocent conversation. Being observant enables you to learn very quickly a number of things about the other person. Such strategic observation will help you decide what to do.
2. Understand what it is the other person wants. Everyone has wants and needs. You may know yours but have you taken the time to understand the needs of the other person. How can you hope to negotiate anything unless you know what the other person wants? Ask. Most people will share what they want. It is up to you to ascertain what they really need. That is what you will have to pay.
3. Determine how important the issue is. There are four primary currencies in a negotiation. The commodity itself, compensation, time and the relationship of the parties involved. It is a balancing act to be efficient in how you expend these currencies throughout your day. Make sure the commodity you are negotiating for is worth your time, potential damage to your relationship with the other person, and what you will likely have to pay. Don't waste your time trying to win negotiations that take too much from your aggregate pool of these four currencies.
Negotiating is not rocket science but it does deserve your attention. Our lives are filled with interactions with others and how we handle pour negotiations impact not only the quality of our lives but that of those around us; especially those closest to us. These three negotiating strategies will help you extend due consideration to the feelings and needs of others. Bullying others into doing your bidding or always using power negotiating tactics threatens your relationships and limits what you accomplish in your life.