How to Amplify Your Success in Important Negotiations
You may be an accomplished negotiator-determined and focused, yet willing to compromise when necessary. For most business owners and managers, it's a crucial skill. Here are some timely tips for boosting your success in negotiations:
> Fortify your resolve by being other-focused. Sure, you'll want to bear in mind your own agenda and expectations. But think, too, of who else will benefit if you win-your employees, for instance, or company investors. > Inform your closest associates about the upcoming negotiation. Even if they're not directly involved, they can offer advice and moral support. Knowing that you're not alone in the process makes it easier to tackle tough talks with confidence. > Recognize the negotiating skills of others on your team. If one of your associates or subordinates is actually better at "the game" than you are, make sure she or he plays a leading role in the negotiation. You'll augment each other's power in the process. > Practice saying, "You'll have to do better than that because. . . ." This is part of the give and take, obviously. Just make sure you're prepared to complete the sentence after "because." In other words, make it very clear to your counterpart why his or her offer isn't quite good enough. > Don't paint yourself into a "must make a deal" corner. You'll feel more comfortable and bring more leverage to the negotiation when you can say "no" and walk away from the table. That's clearly a last option, however.
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