Careful attention to a few key guidelines can increase a manager's odds of successful negotiation outcomes. Always start by considering the other party's point of view. Acquire as much information as you can about their interests and goals. Always go into a negotiation with a concrete strategy. Treat negotiations the way expert players treat the game of chess, always knowing ahead of time how they will respond to any given situation.
The following guidelines can be used to negotiate:
- Begin with a positive overture, and establish rapport and mutual interests.
- Make a small concession early on if you can. Concessions tend to be reciprocated and can lead to a quick agreement.
- Concentrate on the issues, not on the personal characteristics or personality of your opponent.
- If your opponent attacks you or gets emotional, let them blow off steam without taking it personally.
- Pay little attention to initial offers, treating them as merely starting points.
- Focus on the other person's interests and your own goals and principles while you generate other possibilities.
- Emphasize win-win solutions to the negotiation.
- Make your decisions based on principles and results, not emotions or pressure.
ACTION POINT: Negotiate well by using the guidelines listed above.
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