Negotiation skills involve more than just presenting your argument well.
It also requires effective listening.
“Listening is a critical skill when considering negotiation, saysJamie Levin, a strategic communications consultant.
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What Are the 7 Elements of Negotiation?
Negotiation is complex, and every situation is different.
This includes understanding what they are asking for and identifying their underlying motivations and concerns.
Effective listening allows for understanding.
Alternatives
Another key part of negotiating is being aware of the alternatives.
In other words, what will you do if the negotiation doesn’t work out?
Knowing this in advance can help you recognize when to compromise and when to consider walking away.
Options
During the negotiation process, laying out all the acceptable options is important.
Some options may be better for you, while others benefit the other party.
Understanding these options can help you reach a mutually satisfying agreement more readily.
Factors you might consider include moral values, legal aspects, and societal norms.
Communication
Communication is perhaps the most vital of all the negotiation skills in your arsenal.
“Without effective listening, you cannot be a skilled negotiator,” Levin says.
This doesn’t just include what you say; it also encompasses yournon-verbal communicationandbody language.
It also involves listening to what the other side has to say.
Relationships
Trustand rapport are key negotiation skills that can make reaching a mutual agreement much easier.
Negotiating well can help you find common ground and foster positive relationships.
This can be particularly important when you will be working together and cooperating on current and future projects.
If a negotiation turns sour and harms the relationship, it may be difficult to come back from.
Once again, listening is key to building this trust.
Ensure your terms are clear and detailed to increase the likelihood that the plan will be implemented successfully.
Address any of your concerns now to avoid future confusion or problems.
People who are moreextroverted,open, andconscientiousare more likely to be effective negotiators.
Negotiation Techniques
Negotiation skills are varied and complex, since the process is so dynamic and multifaceted.
However, there are certain skills and techniques that negotiation experts often recommend.
What Are the 3 P’s of Negotiation?
Prepare
You should always go into a negotiation prepared and ready.
You’re more likely to make well-reasoned, informed decisions if you walk into a negotiation well-prepared.
Listening is also crucial at this stage.
Active listeningis crucial during this stage.
Propose
The success of your negotiation often hinges on how you propose a possible solution.
As you present your idea, focus on the facts of the situation and allow room for compromise.
And after you’ve reached a satisfying conclusion, attempt to end on a positive note.
What Are the 4 C’s of Negotiation?
Other negotiation skills are sometimes collectively known as the “four C’s” of negotiation.
Focus on making your message and needs clear during the negotiation process.
Being straightforward ensures that other people know what you want and eliminates the risk of misunderstandings.
Calm
Even if the negotiations are frustrating, keeping your cool is important.
Avoid losing your temper or letting your emotions affect your judgment.
Instead, focus on the facts of the situation.
Collaborate
Negotiations are often most effective when people are willing to work together to reach the best possible solution.
This might mean looking at the options and figuring out which options help both of you achieve your goals.
If negotiations seem stalled, ask the other person how to make your offer more acceptable.
Compromise
You probably won’t get every single thing you want out of a negotiation.
Knowing how and when tocompromiseis a critical negotiation skill.
Levin suggests having your goals in mind when you start the conversation.
This includes what you’re willing to concede on (and what you’re not willing to compromise).
Understanding what you have in common can serve as a basis for reaching a final agreement.
“Active listening allows you to identify common ground.”
Jamie Levin, strategic communications consultant
Listen to the perspective of all parties involved without reacting emotionally.
Show interest in their perspective first before presenting your side.
You could first research industry standards to determine what other companies offer.
During negotiations, you would then highlight your achievements and skills.
Be realistic, but don’t sell yourself short.
Negotiating in bad faith can harm the relationship.
Have a clear goal in mind, as well as a maximum you are willing to spend.
Where to Eat Dinner
Negotiations don’t always have to revolve around major life or financial decisions.
Sometimes, they can be as simple as deciding where you and your friends will eat.
If you disagree, you might start by communicating your needs and looking for common ground.
Good negotiation skills help ensure you get the things you want while maintaining positive, healthy relationships with others.
Going into a negotiation prepared and knowing what you want is essential.
However, it’s also important to listen and stay flexible.
3rd ed., rev.
2017;32(4):505-518.
