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Monday
May172010

8 Principles for Successful Negotiation

DateMonday, May 17, 2010 at 9:43PM | AuthorKathleen Nadeau, Ph.D.

 

 

When you negotiate, you buy yourself valuable time to complete your work. You need not call it a “negotiation,” but whenever you set up a compromise, you are negotiating. The following are eight principles for negotiation:

 

  1. Always begin with a position that you expect compromise.
  2. Never start where you hope to end – then there’s no room for negotiation.
  3. Make the assumption that the other party expects to compromise too.
  4. Expect to meet somewhere between your starting point and theirs, although not always in the middle.
  5. Look for ways to meet their needs without overly compromising yours.
  6. Try to avoid expressing anger or antagonizing the other party.
  7. Let them know that you appreciate their situation, and communicate your position in a way that will elicit understanding.
  8.  Look for ways to reframe the situation from win-lose to win-win.

Naturally, negotiations depend on the power and authority hierarchy of your business. In some cases, you won’t be able to negotiate with your boss.

 

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