3 Negotiation Techniques Every Skillful Leader Should Know

By guest blogger Lilou Hoffman

[September 23, 2018]  Negotiating skills are both a science and an art. It’s rather like bridging a gap between individuals by finding mutual interests and values. The skilled negotiator helps to find a constructive way to proceed that most individuals couldn’t have found alone. The following three negotiation skills are vital for every successful negotiation.

1. Be prepared

When you are meticulously prepared, your chances of achieving success increase, and you feel more confident before you even begin negotiating.

• Relevant data and clarity

Gather information and related data. If you have more understanding and clarity about your goals, you are able to express yourself constructively.

• Know your counterparts

Once you understand the drives of all parties, such as what they want and why, you can demonstrate your empathy skills by stepping into their shoes. Show the other parties how they benefit and gain their trust.

• Refer back to your plan if you’re lost

If you plan properly, you’re unlikely to compromise and be dissatisfied with the results. It’s easy to go off course during negotiation if you haven’t prepared beforehand. If you have a plan and find the negotiation straying from its purpose, you can reframe the discussion by referring to your plan.

2. Emotional intelligence is key

An understanding of the emotions of others helps too because it gives you an idea of how they will respond in a given situation.

• Build trust

One thing that can jeopardize a negotiation is mistrust. Mistrust makes individuals fear vulnerability, and they don’t open up. When trust is fostered, people feel more open to sharing, and there’s a better chance of success.

• Communicate in the right way

Different people respond to different styles of communication. If you find that the way you communicate is getting in the way, you should be flexible enough to adapt your style to suit the situation.

• Exercise emotional control

When you understand everything about other’s emotional responses, you have more power. Negotiating can trigger some heated emotions hence individuals might become combative. When others lose control, you should remain calm and focus on the goals to keep the discussion on track.

• Listening skills are vital

If you don’t listen properly, you will never become a successful negotiator. Listening carefully to others means you clearly understand what they are saying thus you are able to address their concerns and doubts intelligently.

 3. Go for a win/win instead of a win/lose

In some negotiations, the stronger negotiator wins, and the other party fails. This type of negotiation is far less satisfactory than a situation where all parties’ needs are met. In a win/win situation, a synergy is created and people are excited about moving forward, rather than some feeling disappointed because they’ve had to compromise their position.

Creating a win/win can be more difficult and requires more creativity. To reach this kind of solution, you have to understand people’s motivations and find a way to encourage positive discussions that can bring out constructive solutions.

Conclusion

Fundamental principles you must keep in mind when negotiating are being fair, keeping relationships intact and seeking for mutual benefits. You must be able to build rapport and listen carefully to others. When you have these negotiation skills, you’re able to create a solution where everyone benefits.