The art of effective negotiation

Negotiation is an important skill for everyone, at work and at home. Whether you are agreeing a contract in your professional life, or buying a car for yourself, good negotiation skills will ensure you get the best outcome.

The ability to negotiate effectively is a true asset to anyone who is looking to achieve a mutually beneficial outcome.

Negotiation is a skill that allows us to navigate differences, find common ground and reach amicable agreements.

My top tips for an effective negotiation:

Tip one: Be clear about what you want to achieve.
List your desired outcomes. What is the most important for you? Consider what you might want to ask for and where you are prepared to make sacrifices in order to get your desired result.

Tip two: Know what you do not want – know when to walk away.
These are the famous “red lines.” An outcome that you do not want. At some point both parties need to understand each other’s red lines. Your strategy is to go in with everything you want but have a realistic plan on what you would consider.

Tip three: Research the other party’s needs, requirements, and red lines.
The more knowledge you have, the stronger your hand, the more you have to offer the more reasonable you appear. Research what’s important to them so you can understand their priorities and perspectives and then take time to prepare for the negotiation.

Tip four: Work towards a “win-win” outcome.
Winning is not about defeating the opposition, often described as a “zero-based outcome.” Remember you may have to deal with the other party in the future. Creating an outcome where both parties feel they have achieved something, and both feel that they achieved more together is a great result.

The art of effective negotiation is one of the workshops PCC offers. See our event calendar for more details.

Barrie Sample, Personal and team development trainer, PCC.