On Communication – Negotiations: Be Informed, Practiced, and Prepared
You may not realize how many times you “negotiate” in a day. It can be for a new deadline, or a whole new contract; hence knowing how to prepare is essential. First – set the stage. Success in any negotiation depends on the ability of the two sides to communicate. Do you know exactly what you want? AND, what you are willing to “live with”?
And, do you know what the OTHER person wants? And where the gap is? Use active listening skills to really hear what the other side has to say and what they are offering. Explore your own position and the position of the other side to find places you are already in agreement. Acknowledge these points, and then state your desired outcome. Then, be quiet! Let the information sink in.
Be prepared with several alternatives you can “live with”. And be prepared to walk away from the conversation if it seems that there is no progress. This does not mean it is over, only creates time and space to process more. Set up a second and even more times to come together. Be patient. This is an art form and warrants the time and talent to get to resolved.
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