2 | Successful Negotiations: Mastering Persuasion
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what value you are delivering to your organization and your list of
accomplishments over the past year (concrete examples work best,
and numbers work even better!). If you take the effort to show them
why you're such a great employee and why they are lucky to have you
on their team, you have a much better chance of getting them to see
your point of view.
5. Walk Away If Needed
While most people will agree that negotiations should arrive at an
acceptable solution for both parties involved, it's still empowering to
know your limits and other options. When you say to yourself, "I will
walk if I can't get ," you are more likely to
stay composed without appearing desperate or anxious. Remember,
confidence often intimidates people, so demonstrate your inner strength and force the other party to
make concessions.
6. Listen Closely
It's amazing how many people have such a hard time listening. Effective negotiators are like good
detectives — they encourage others to talk by asking lots of open-ended questions (questions that
can't be answered with a simple yes or no) and they intently listen to these responses. Finding out what
is important to the other parties involved will allow you to better understand their values and what
makes them "tick," so you can spin your negotiation strategies accordingly. This information is vital in
creating a productive dialogue, which you can often times use to your advantage when it comes time
to influence the direction of the negotiation.
7. Consider Location and Timing
Whenever possible, arrange your negotiations to be face-to-face, rather than telephone or via email.
You will have a more dynamic conversation in person rather than over the phone or through the
comfort of your own keyboards.
8. Get It in Writing
A deal is not finished until it is in writing. Immediately after your discussions are finished, take the time
to distribute meeting summaries, action items, contracts, or anything else that needs to be addressed
as a result of the negotiation. This will help ensure clarity, validity, and that everyone is on the same
page.
