12 MUST HAVE NEGOTIATING SKILLS

Consider this story from Ted Leonhardt, cofounder of The Leonhardt Group and a consultant for design businesses. What would you do in this situation? My associate, Tim, had the opportunity to redesign one of the great American brands. Tim was chosen because of his packaging expertise. While not known as a brand design house, his firm had significant experience with packaging that overlapped nicely into branding.

He was desperate for this job, because brand design has more status than packaging design. This assignment would launch his firm into that heady, highly profitable world. His firm was the only one being considered. His skill set was a perfect match. He was the perceived expert, and, even better, the client had only three months until the unveiling of the new brand.

There was no time to source a new design firm. Tim presented his fee proposal.

His direct client approved it and they began work. At the next meeting, while discussing the results of the discovery phase, his client mentioned that Purchasing had questions and would be calling in to the meeting to talk. A classic power play. We are thrilled to have you on our team. Hitting a home run on this will launch your firm into big-time branding. You can guess what happened next.

Before he really knew what was happening, Tim had agreed to the terms. He needed the job and had his team going full speed. He was confused by the new conditions and afraid of losing the work. However, he forgot that he had the leverage of expertise. Time was on his side. Changing the way you think about negotiating joint problem solving versus a series of compromises where one party may win and one may lose is the first step towards leveraging your negotiating skills towards enjoying better results. Recognising the reasons why people act the way they do, and having the ability to communicate to a broad range of behavioural styles offers the skilled negotiator the ability to be reach satisfactory outcomes more consistently.

Following a process or strategy is fine, but understanding the styles of the people with whom you are negotiating, and changing your approach to communicate more effectively can be the key to success. Last, developing a plan in advance of the actual negotiation will give the negotiator more confidence, and lead to better and more consistent results. Explained a few things that I already learned but in a way it could be clearly understood. The negotiating requires in any case a personal approach and a search for compromises.

Such steps are mandatory for a successful outcome.

This article has explained at length how negotiation can be effective, and how it can become a win-win situation for both parties. It has equipped me with some skills that I have always overlooked. Your email address will not be published.

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Save my name, email, and website in this browser for the next time I comment. Summary Improve your negotiating skills and learn what really interests people in a negotiation. Their answers generally include: Comprehending a negotiating process is important…but… Tip 2: It is your people skills that can make the difference First, you need to know how your behaviour affects others. Next, understand that everyone has their unique preferred way of communicating and it may not be your way. Effective skilled negotiators are those of us who can change their communication style to meet the needs of the listener.

Dominant people are good at making decisions. They desire to control their environment, and do so by solving problems and meeting challenges. They are very direct and they are good at telling. They are self-confident but can sometimes be seen as intimidating and arrogant. Questioning and listening does not come naturally to dominants.

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They tend to move toward goals without considering multiple solutions or outcomes. For that reason, others often view them as impatient and uncaring.

They use a bottom line approach. They are good at stating why something will not work.



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As a result, they may be seen as negative. To dominants, results are much more important than how people feel. Like a person who is Dominant, influencers are good at telling but they use a less direct method. They want to convince and motivate you, rather than coerce you to do something. Rather than being task focused like a Dominant, they are focused on completing the task with people. Influencers see the possibilities in a plan or concept, rather than the pitfalls. At their best, they can be viewed as visionaries.

Both want to make the decision, and are leaders. Influencers like to make favourable impressions and want a relationship. They can appear to be impulsive and disorganized. Attention to detail is not an asset because they prefer to look at the bigger picture. Influencers are social, and usually know a lot of people. They want to get results, but their focus is on motivating people to get the results, together. Steadiness people, like influencers when looking at new ideas will see the positive aspects.

Unlike the influencer, they do not like change even if it is positive. They see themselves as less powerful than their environment and feel that all will be well if everyone will just work harder, together, on the status quo. They are superb listeners, and consider things before responding. Like the influencer, they are focused on people. They are extremely dependable, solid team players. High Dominant and influence styles that negotiate with people who are in the Steadiness style have to be cautious as they like immediate responses.

The Steadiness style likes to think before responding. They are very methodical, and reserved. They are opposites of dominants and influencers. Like Steadiness, they are introverted and reserved. But, like the dominant, they are task and control focused. When negotiating, your statements must be factual and have a point.

Top 5 Negotiation Skills Training Tips

Their approach is indirect, reserved, business-like, and diplomatic. Unless you can provide them with reasons supported by facts, they do not readily accept change. They believe that if people will follow processes and procedures, many problems will be solved and change becomes unnecessary. Facts and processes are most important and people are a secondary consideration. The Classic Profile includes an evaluation of how your style tends to behave in consideration of the following: Emotions Goals Judging others Influencing others Value to an organisation Tendencies that can be overused Behaviour under pressure Fears How to increase effectiveness You may use one or several attributes less, because they feel uncomfortable.

Being an effective communicator starts with being an outstanding listener… Tip 3: The most potent negotiating skill is listening You learn the interests of the other party through listening. In order to be effective at asking questions, three things must take place: In your other negotiations, let your opponent set the starting point.

You can only go up from there. There are, however, situations when you will want to start out with your offer. When dealing with an expensive item, and she starts with a high amount, your much smaller amount will sound like a real stretch from where she started. Conversely, if you throw out the smaller amount first, then there it is, sitting on the table, waiting for her to respond. A much higher counter can be embarrassing, even a little insulting. She may come down from where she was going to start, just because you started out so much lower. You know about his current title and job responsibilities.

You do your homework. Keep this same skill in mind when you approach any negotiating opponent. Base your counteroffer on facts. What are competing systems priced at? How much more business will you give a vendor in the future?

OUR TRAINING COURSES

Base your arguments on objective reasoning, not arbitrary criteria. Talk to who counts. So, keep in mind, when you step outside of your professional role, always go straight to the decision-maker. In fact, do you realize that telling anyone else what you want will decrease your chances? You ask the floor salesperson to get the manager. She asks you why you want to speak with him. You want to turn your back, as your chances are better when you have a private conversation. The manager is more open to making exceptions and deals without advertising it to other customers or floor clerks.

Be confident and ask for it! However, have you ever felt timid asking for something outside of this arena?

1. Do your homework.

We all have, from time to time. Were you taught that you should put the needs of others before your own? Or, maybe you were taught that this behavior is not ladylike.