Communication Tip:
Win-Win Negotiating
When you negotiate, look for
a win-win solution where you and the other party feel satisfied with the
results. You are more likely to get agreement from the other side if you
see them as partners instead of adversaries. Here are some tips for
achieving a win-win solution when you negotiate.
Know What You Want
Clearly understand the problem you are trying to resolve with the other
party. If you are buying a new car, decide what model you want, what
features you need, and how much you are willing to pay. Also prioritize
the items that are most important to you and what you are willing to give
in on. For example, you might be firm on the price, but you are willing to
pass on some features to get it.
Know What the Other Party Wants
During the course of the negotiation, find out the other party’s
needs and issues – including hidden issues. For example, a car
salesperson might need to close the sale just to meet his quota. By
looking for the other party’s needs, you will show that you are a
receptive and serious negotiator, and you can craft your proposals to best
fit yours and their mutual needs.
Open Yourself to Options
Be receptive to alternatives that meet both of your needs. Also
consider that one alternative is to end the negotiations and walk away
from the table if you find that you cannot work out a mutually agreeable
solution.
Handling the Negotiation
Here are some tips to use in the course of the negotiations:
- Establish
friendly rapport with the other party before you begin negotiations.
- Use
“I” statements, as in “I would like you to consider…” You
are the one with the problem that you want to resolve with the other
person.
- Be
honest and direct.
- Show
appreciation to the other party.
- Stick
to the issue. Do not wander off on other subjects.
- Give
yourself and the other party enough time to work out an agreement.
Don’t rush yourself or force the other party to rush.
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