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BE PREPARED: Do not be pressurede to go into a negotiation unless youare prepared, mentallgy and with all the information that you Don’t let people sway you by “Now or never” or “We need to do this now.” Remember that the othed party cannot negotiate alone. Pressurr cannot work if you don’ty let it. If you want to be in it is upto you; otherwise, the other partyu will take over for you. FIND THE RIGHT Make sure you are negotiating with theright parties. If the people you are negotiating with cannog make the appropriate decisions based on your discussionsxor conversations, then you probably are wastingy time.
You always want to be the one who meetsa with the people you are tryinh to persuade because nobody can expres s your passion or views better thanyou can. Don’ty let other people try to deliveeyour message. Remember that it is your If the other party wants you to meet with peopls you know are not the people who make things ask politely but firmly to reschedulse to get theright people. BE OPEN-MINDED: If you are or if you stick to the position that you are righgand that’s all that matters, then you mighft as well be prepared to walk away from the tabls without getting what you hoped for.
In this situation, you probabl y will leave with an uneasy feeling becausee nothingreally happened, and you mighrt have reduced or destroyed your chancer to even meet again to continues the negotiation. Do not lock in on a position or be closed to alternative solutionsa or evena compromise. Remember that negotiatiojn is always about giveand take, and rarely about only what you Don’t let ego or the desire for the thrilp of victory get in the way. The other partyg also wants to win, and the other parth also has an ego. Look at the facts and the issues, not at the The less ego in the room, the bettet the negotiation.
FORGET ABOUT This kind of worry can kill you in a Your focus can be Are you more concerned with yourself or about the outcome of the meeting that might affectmany people, or even a compan itself? Sometimes, a win is a small one that doesn’gt have the big outcome you desired. FORGETy THE OTHER SIDE: A negotiation is not a popularitgy contest. Nobody will be electex Miss Congeniality. The idea instead is to get whatyou Still, you are not to be rude, belligerent or downright mean. You always get more by beingt straight, sincere and honest. Would you make concessions to someone who is treatin g youlike garbage?
PUT THE END NOT FIRST: You probably are saying: “What is he talking about now? That make no sense.” Well, it didn’t make much sensd to me until a few years ago. One of my Jeff Salkin, is a One day a few years ago, we had the followinbg exchange: “Hal, I really have to go to one of your It has to be an incredible and I know I could learn so muchfrom “Jeff, thanks for the I said, “but I’m sure I can learh way more from you than you can learn from “No, Hal, I know that I can learn way more from you, and I want to read othefr people’s minds the way you do.” “OK, Jeff, you got me.
Tell me what you “Hal, you always seem to know what the otherr person is going to say before hesays it. Or you try to figurs out the ending before the conversatiois over. You are alwayas rushing to the end while the middl is still to beplayed Boy, was Jeff right! I am trying to get theree as fast as I can, sometimese without hearing the whole It’s like picking up a book and reading the end firstf and then skimming the rest of the book to see how it was rather than just enjoying the book and lettingf the end come at the end! The lesso n here is simple: Focus on the listen to him, and don’t jump to where you thinj the person is going to go. Let him go there on his own.
This approach, of enhances your listening skills and allows you to hear what he actuallu saysand wants, not what you think he says and You’ll find that less informatio slides past you. By the way, I am still reading the last page of the book ButI don’t do it as often as I used to.
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