Negotiating a Win-Win

randirapp — Tue, 24 Feb 2009 19:54:32 +0000

Negotiating with different people is not always the easiest thing to do. There are a lot of factors to consider; like what it is that both parties are trying to attain, and the temperament of each party involved. In Ki Gray’s article, “Avoiding Sour Negotiations”, he breaks it down step by step.
Tip 1: “Don’t sweat the small stuff“. Many times people will overlook the big picture and focus in on the little things. Don’t do this; and if you’re a realtor, don’t allow your clients to do this. Have you ever heard something like this from a client, ” I really like this condo/home/whatever, it’s a great neighborhood but the unit doesn’t come with a washer and dryer and that’s what I really was looking for”. Before you pull your hair out, remember that your client has simply lost track of what’s important and do your best to help them to remember.
Tip 2: “Negotiate other issues“. This one is directed towards realtors. Other than the price of a property there are other issues that may be negotiated. For example the date of closing or even closing costs. Pay attention to both party’s situation to see what’s best for both.
Tip 3: “Offer packages“. When you’re negotiating bring as much to the table as possible. For example, if you’re negotiating the repairs of a property don’t have several meetings about what you would like done. Instead compile a list and have one meeting where you can have room for trade-offs.
Tip 4: “Dealing with threats“. Not always but sometimes people will use termination as a threat. In this situation you may have two natural reactions, to cave or to end the negotiation. Both are understandable, but the best thing to do is to hold firm on your end. Stress your strong points and if that doesn’t work then you have to make the best decision for you or your client.
Tip 5: “Know when bargaining zones do not overlap“. Sometimes you just have to come to the realization that the negotiation is not going to work. Maybe one party is not willing to compromise as much as the other. In this case just let it go and move on.

The Negotiator

randirapp — Tue, 24 Feb 2009 17:00:07 +0000

We come into contact with people everyday, this is a given. Much of that daily contact is based on us trying to get what we want. Whether it’s our opinions heard in a conversation, or that last parking space in the front of the mall every driver is eyeballing. What does it take to get what we want? NEGOTIATION!

In a conversation we generally wait for the other person to stop talking and then we hit them with our ideas or problems; a give and take negotiation. On the other hand there are a couple of ways to tackle the parking dilemma. You can throw out what you learned in driving school, do 50 mph in the parking lot, slam on your breaks, and then turn on your blinker. The preferred choice of South Florida drivers! Or you can negotiate with the other drivers around you. Forget about that parking space and follow a couple who look like their leaving; a clear sign to everyone that wherever they parked is now your spot. John Strelecky, author of “Be a Master Negotiator with Three Simple Steps”, offers some suggestions on how to build on the negotiation skills you already have.

•    Step 1: “Know what you want and why you want it”. Basically be prepared. The more you know the stronger your argument will be. The example John offers is knowing exactly how much you want when you ask for a raise. Be precise when you speak, it lets the people around you know you mean business.
•    Step 2: “Do Your Research and Have Multiple Options Ready”. Know that if you can’t get exactly what you want you have a back up plan. For example your boss turns you down on the raise you asked for, before you start pouting see what else you can do. “Well I understand my raise in not in the budget this year but how about…”
•     Step 3: “Ask What the Other Party Needs and Wants”. Take into consideration what everyone’s goals are. Maybe you can leverage something you have, to get what you want.

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Negotiating a Win-Win

The Negotiator