What do you think when you hear the word negotiation?
The first thought that pops into my mind is salary. Although, there are a variety of things you may find yourself negotiating during your working life.
You are either going to be a natural at negotiation or you are going to completely fearful by the approach and simply attempt to avoid it. Avoiding normally occurs when you start your first ‘real job’ as you are most likely to be grateful you have a job, and just take whatever you get without thinking twice.
Negotiation is vital and practice makes perfect! Opportunities can arise on a regular basis, so practice the following techniques. Negotiation can strike up during a daily task or maybe a more serious situation, such as your place of work. Your manager may even approach you discussing a transfer to another project, department or location!
It can be difficult to know how to deal with the situation, as it is regarding your job and of course your income. Therefore, it is extremely important that you do not just rush into things, you listen to the options, as it is YOU that will have to work under those negotiation conditions.
If you listen to everything you hear, not just the words, but what’s going on around them, you get a much richer picture.
By Simon Armson – Chief Executive, Samaritans.
Now let’s get to the breakdown of what not to do and how to get that win-win situation you’ve been looking for…
Do not become a ‘critical parent’ and start with the ‘I want this, I want that.’
It is important you control your emotions and tone your interpersonal communication.
The skills you will need: Active listening, assertiveness, a strong presentation of your case and the use of skilful questioning. You need to hold your professional stance at all times, making sure you are always consistent. Remember you are the one attempting to get others on your side!
Ellis (2009) states in order to successfully complete a Win-Win negotiation, both of candidates should gain. However, remember you may not gain all you want, the heart of the process is about compromise and bargaining.
Now here are the three must-dos during negotiation…
- Find the appropriate tone.
- Build trust.
- Express yourself..
Remember: Don’t be scared to ask for what suits you, it’s all about compromising!
That’s negotiating! I’ll leave you with the amusing ‘Edge of Reason’ image and a question…
Have you ever had to negotiate a difficult situation, how did you approach it and what was the outcome?