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Negotiate Like a P.R.O.
By Michael Neill
Whether you're negotiating a
peace settlement in a war-torn country or a peace settlement in an
argument-ravaged relationship, strong preparation is the key to success.
The following three steps will help you establish the three keys to your
preparation - why you are involved in the negotiation, how you intend to
conduct the negotiation, and what are the specific outcomes you are hoping
to agree upon.
1. Purpose
Knowing why you are engaged in a negotiation may seem obvious in some
situations (to buy a lamp, to stop a fight, etc.), but more complex
negotiations generally have more complex purposes.
Ask yourself:
-Why am I negotiating?
-What are the potential benefits?
-What do I ultimately hope to achieve?
2. Result/Relationship Balance
A "transaction" is high result/low relationship - we get what we
want, and the other person is incidental to the exchange. Buying a used car
is generally a "transaction".
"Relationship-builders" are meetings, calls, and exchanges of value
where developing the relationship between the two parties is far more
important than the actual tangible "result" outcome. Early meetings in any
project are usually "relationship-builders" - what gets done is far less
important than connections being made.
A true "Deal" is where there is a high emphasis on both getting what
you want and enhancing your relationship for the future - this "win/win"
thinking takes more time and effort, but is essential in any sort of
long-term agreement. Successful political (and marital!) negotiations are
always predicated on achieving this balance.
Give yourself the following test:
If you had 20 points to distribute between creating the Result you want and
enhancing the Relationship, how would you do it?
Example (Result/Relationship):
15/5 - Transaction
5/15 - Relationship builder
10/10 - Deal
3. Outcomes and Options
When it comes to negotiation, having a clear outcome, goal, or target in
mind has been shown to be one of the primary determinants in how things come
out.
Ask yourself the following questions:
-What specifically do I want?
-What specifically do I think they want?
-What are some plausible options that will get us both what we want?
Bonus Tip:
If you're using this to prepare for an important negotiation, take some
extra time to answer the questions AS IF you were the other person in the
negotiation. You will be pleasantly surprised at the insights you gain from
this process.
Have fun, learn heaps, and the next time you negotiate, do it like a P.R.O.!
About the author:
Michael Neill is a licensed Master Trainer of NLP and has written over 450
articles on in the areas of business success, money, relationships, health,
happiness, well-being, and spirituality. His weekly coaching column is
reprinted in newspapers and magazines throughout the world, and can be found
online at
http://www.geniuscatalyst.com.
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Karen Porter, The Administrative Professional Job Performance and Career Success Coach™