Negotiation Skills for Business, Salary and Debt
Collaborative Negotiating: A Win-Win Strategy
COLLABORATIVE NEGOTIATING: Collaborative negotiating is a win-win strategy that can focus the resources of the people involved in the process towards strengthening results, productivity, quality, creativity, and innovation in problem-solving. To use the collaborative approach to negotiating you will have to agree on the aim of negotiations. Before any sort of bargaining can begin, you and your counterpart must define the who-what-where-when-how-and-why of the issue and have a general idea of the objectives and dimensions of a solution. WHEN USING NEGOTIATING COLLABORATIVELY: 1) Acknowledge the other person's position. Negotiating doesn't require that the two of you hold similar positions of authority. It doesn't require that you like each other. But it does require that you be prepared to treat the other person as an adult, be ready to listen as well as talk, and to recognize that your view is not necessarily the only one. 2) Gain the other person's trust. No matter how logical and factual you are, the other party will doubt your credibility. Good faith commences with symbolic acts like eye contact, shaking hands, pulling out a chair for someone, and it is maintained by consistent honesty. If you want others to level with you, level with them. Although you may feel that an occasional bluff could help your position, don't gamble. The consequences can be disastrous if your hand is called. 1) Identify areas of mutual interest and agreement. Before two people can resolve differences, they must find a common ground where meaningful negotiations can begin. 2) Set a positive accepting tone. The tone of negotiations must be positive. This applies both to what is discussed and how it is discussed. If you have to say something negative, phrase it in a positive way or preface it with a positive statement. Phrase words so that they elicit a positive response to advance your position rather than stop the negotiation. This helps to prevent defensive reactions and promotes affirmative thinking. 1) Be aware of what you are saying and doing. People sometimes become so intent on watching, listening, or speaking to others that they fail to watch themselves. Words, body language, tone of voice, and voice inflection have many ambiguous meanings. Humor is especially troublesome — it can be interpreted as flippant or sarcastic. Only through self-observation can you be certain that you are conveying the message you want in the manner you want. 2) Maintain a question and answer exchange. The heart of any negotiation is the ongoing dialogue during which negotiators discover each other's feelings, understandings, attitudes, prejudices, and objective views of the situation. It enables you to acquire the proper perspectives, separate actual from fancied needs, isolate the real obstacles, and identify what approach to use in obtaining agreement. Ask specific, open-ended questions, and probe areas of conflict to uncover as much information as possible. Your own answers and statements must be equally candid. Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.
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How To Negotiate With The Japanese
Japanese managers prepare for their discussions with Western associates by having intensive discussion exercises. The negotiating style, on the other hand, quite often presents problems to European managers. Therefore, this is a popular topic on sales training courses.
How to Negotiate a Mortgage Loan Modification with Lender
One of the biggest mistakes homeowners often commit is that they try to hide their ailing financial status from others, including the lender. It is important to highlight the fact that foreclosure proceedings are an expensive initiative for lenders and given a chance, they'll always be keen to avoid it themselves. So, the very first thing a financially distressed homeowner needs to do is to appraise the lender of the situation and seek assistance. Before contacting the lender, a true, unbiased assessment of one's financial state and income must be made - this shall ensure that the loan modification arrangement is based on a firm foundation and the homeowner shall not default even after loan modification. Such financial analysis can also be ...
Child Custody Arrangements - How to Negotiate the Best Arrangement For Your Child
We all want the best for our kids, whether it's the best schools, the best opportunities and even the best arrangements when it comes to child custody The first thing we must realize is that cutting our ex spouse out of our child's life in order to hurt the spouse is NOT what's best for the child
Real Estate Sellers Should Never Negotiate a Verbal Offer
Real Estate Sellers Should Never Negotiate a Verbal Offer
A short guide on how you should negotiate the highest annuity rates
Taking a step back and teaching yourself how the pension annuities system operates might be worth a tidy sum in the near future.
How To Negotiate With Your Outsourcing Service Providers
In the current economic environment, businesses are trying to cut costs from all possible ends. Strict IT budgets and limited resources are making it even more difficult to get things done but still it is important to adhere to the same levels of service and functionality. Keeping the quality of deliverables the same in spite of the reduced budget makes it important to extract the best value for every penny that is spend.
How to Negotiate Salary - Get What You're Worth
Your dream employer is interested in hiring you and all that lies in the way now is to negotiate your salary You want to be sure that you get what you are worth, but at the same time you don't want to lose this huge job opportunity
Dealing With Mortgage Problems if the Lender Refuses to Negotiate
A major mortgage problem that most people are faced with is foreclosure Foreclosure happens to millions of people every day and if you want to avoid having a foreclosure in your credit report, you might as well take immediate action
3 Simple Steps You Can Take Today To Negotiate Lower Debt Payments
You don't have to be a professional to understand how to negotiate your debt and lower your payments to your creditors Follow these steps now
Zilliant Pricing Software Helps Travis Perkins Negotiate Better Deals
Leading UK Building Supplier has Deployed Price Optimisation to 600 European Branches
Know What You Can Negotiate In Your New Car Loan
Even with today's economy somersaulting in many directions, getting a new car loan is still on some people's list of things to do this year. It may be for necessity, a growing family, or a son or daughter off to college, but whatever the reason, the opportunity to obtain a fair loan is more on your side, the consumer, than the financial institutions that want your business.
Negotiate The Best Auto Purchase
The first thing to keep in mind if you plan on financing your new automobile is that the dealer's offer is not necessarily the best loan available If you establish direct contact with lenders, especially via the Internet that is where you will find the lowest rates
10 Tips On How To Negotiate
In some time or another in your life you will have to negotiate Good negotiating skills are not only valuable, but also essential when buying property
Tips To Negotiate Like A Pro
Most investors will agree, negotiating a good deal is the most difficult part of real estate investing Very rarely will you hear an investor say that he got everything he wanted
