Exhaustive preparation is key to successful negotiation. Prepare yourself. Get focused and get clear on your goal. What exactly do you want? For what will you go to the wall? Write down what you want and practice negotiating for it with a friend or coach.
Get your attitude straight. Be the one at the table with a positive attitude. Enter into the negotiation with a win-win mindset. Remember that the person on the other side of the table has good reasons for their goal. Be understanding.
Prepare Your Strategy
Prepare to be the expert at the table. Know more about the other person or business than the other negotiator. When you are prepared, you will better be able to detect the priority of the issue for them.
If you are negotiating a salary, know what the market is paying. Use linkedin to find others who work for the company.
Is the other person at the table a decision maker? Are you the decision maker? When I was Chief Negotiator, I was not the decision maker. I had to check with my supervisor on every issue. This is an ineffective method of negotiating. We negotiated for nine months and still went to arbitration. You want to be the decision maker and you want the other person to be the decision maker.
Are you ready to learn more about Negotiation. Let’s talk. Contact me for a complimentary, no obligation, coaching session to see if we are a good fit.
Are you a member of a professional organization that would benefit from a presentation on Negotiation? I’m presenting on the topic this fall for the NC Association of CPAs Conference and at the NC Fundraising Professionals Conference.