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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.