7 TIPS TO IMPROVE YOUR NEGOTIATION SKILLS

Selling, Self-Management, Team & Culture

Whether we like it or not we must be able to negotiate. Many dislike the conflict or are feel like the always "lose" in a negotiation. When this is the mindset we can only lose, unless we have the power to get only what we require. Instead we should see negotiations as a discovery process to see what is valuable to each player. With the right approach and techniques we can all get better. Most of these are borrowed from Chris Voss' book "Never Split the Difference." Others  have been picked up along the way.

1. BE A MIRROR
By making your sole purpose in the early stages to truly understand the others key requirements, and then repeat them back in a reasonable tone, your counterpart will begin to trust that you understand their position. Assume that the other side must be at least 10% right in their view of the situation. From here there is a starting to point for deeper discussions.

2. LABEL THEIR PAIN
Clarifying their situation in reasonable phrasing diffuses the emotion. Regardless, of the reasonableness of the position, first understand and clarify in an unemotional position. From here we deal with facts.

3. LISTEN FOR THE 2 MAGIC WORDS
"That's Right". When you hear those words then you know that the other side is confident you understand them. Moving forward you can be partners in finding a resolution.

4. "HOW" TO GUARANTEE EXECUTION
Using a consistent phrasing like "How can we resolve this?", "How do you expect me to execute?", "How can I explain that to my boss?", etc. In doing so the other side has the sense of control while also putting them in the position

5. FIND THE BLACK SWAN
By engaging face to face and asking questions, seek their "black swan" this it the key item that they are really seeking from the negotiation. When the requests seem out of line that is when you are close to the black swan. Look for them and know that when you found that it is clear what objective they are seeking and what element of weakness they are protection.

6. DON'T END WITH "NO"
When you hear a "no" follow with questions like "Why not?" or "Under what conditions?" This allows the discovery to continue as you seek that mutual solution.

7. BE THE ONE TO SEAL THE DEAL
When agreement occurs own the documentation, and do it right away. Controlling the framing of the solution protects you from the  agreement shifting in terms of accuracy and timing.

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