Track Training Tips No. 25

10 Steps to Effective Negotiation

The Challenge:

“Yes but …. I have never been trained to negotiate”

“ ….. and anyway its not part of my job”

“I don’t have the confidence to do it”

The Solution:

  1. Preparation is key. What do you know about the negotiators, the company, history, styles, previous behaviour etc. 
  2. Have a range of clearly defined objectives to guide you.
  3. Put yourself in their shoes and give them a good listening to.
  4. Avoid confrontation – look for areas of common ground not areas of difference.
  5. Don’t give without getting something in return.
  6. Demonstrate empathy, rapport and patience.
  7. Everything is negotiable until agreed otherwise.
  8. Avoid argument dilution (as per The Challenge!).
  9. Aim for a win/win situation.
  10. Close positively and professionally leaving the door open for the future – even if you have actually failed to reach agreement this time.

The Benefits:

  • Key staff with increased Confidence and Competence
  • Key staff retention
  • Improved job satisfaction
  • Added value to the organisation
  • Better results
  • Objectives achieved

Links to workshops:

Persuading and Influencing

Enhancing Your Negotiation Skills

Powerful Presentation Skills

For further information and business support contact Dave Chesters on 01785 823583 or take a look at our website – 

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