LEADERSHIP
BY JOE ESCOBAR
WHETHER WE REALIZE IT OR NOT, WE USE NEGOTIATION IN OUR LIVES ON A REGULAR BASIS. WE USE IT ON THE JOB AND IN OUR PERSONAL LIVES. WIKIPEDIA DEFINES NEGOTIATION AS, “A DIALOGUE INTENDED TO RESOLVE DISPUTES, TO PRODUCE AN AGREEMENT UPON COURSES OF ACTION, TO BARGAIN FOR INDIVIDUAL OR COLLECTIVE ADVANTAGE, OR TO CRAFT OUTCOMES TO SATISFY VARIOUS INTERESTS. IT IS THE PRIMARY METHOD OF ALTERNATIVE DISPUTE RESOLUTION.” HERE ARE A FEW TIPS TO HELP YOU BECOME A BETTER NEGOTIATOR.
THE ART OF NEGOTIATION
Negotiation.com shares that negotiation is like an art. If we think of negotiation as an art, we can see that negotiation shares several characteristics with other art forms: • No one is born an artist • An inherent talent may decide the direction a person takes, but mastery of the subject can come only after sufficient training and practice;
• During these stages the practitioner will rise through various levels before he reaches mastery.
THE STRENGTH IN A NEGOTIATION The essence of a successful negotiation the ability to achieve an outcome that is satisfactory to all parties of the negotiation. A negotiation is not a competition. It can’t be approached as a win or lose situation. A successful negotiation should result in some give and take from all parties. If one party to the negotiation feels like he or she is “losing” or getting the worse end of the deal, the negotiation may fall apart. So the real strength in a successful negotiation is not the ability to force the other party to cave in to your demands. The real strength in a negotiation is the ability to influence
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the negotiation process to reach an outcome that is beneficial to all parties involved in that negotiation. There are always exceptions to a rule. The win-win outcome applies to most negotiations where the two parties have a professional or personal relationship. In the case of a negotiation where you may not ever see the other party again, or don’t care about destroying a personal or professional relationship, a “hardball” approach to the negotiation may be warranted. Just beware of being too forceful. If the other party is backed into a corner, the deal may fall apart.
PREPARING FOR THE NEGOTIATION
Mindtools.com offers the following points to consider before beginning a negotiation : • Goals: what do you want to get out of the negotiation? What do you think the other person wants?
• Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away?
• Alternatives: if you don’t reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you do not
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