Nego tiation: how t o ge t what y ou bar gained f or

Managers and stewards with good negotiating skills are more likely to get good results and have employees who understand what’s expected of them. Negotiation means developing an ability to resolve disputes and conflicts It also requires a willingness to work with other people to reach solutions that everyone can live with

In situations where a whole team/committee is negotiating, each individual should have their own role Knowing who’s doing what and when, is fundamental to the overall negotiation process

Here are 10 steps to becoming a skilled negotiator:

1 Start with the end in mind

Realise what you want the outcome to be and know how far you can – and are willing to – go.

2. Show respect

Listen and learn about the other person ’ s point of view Think about whether you can both attain the outcomes you desire and be prepared to meet in the middle

3. Self-belief

If you believe you can achieve what you want, you are more likely to be successful Presenting in a relaxed, confident way will help you to reach your goal Speak clearly and concisely Avoid appearing desperate, stressed, irritated or angry at all costs.

4. Develop rapport

People like people who are like themselves. Take some time to warm up your negotiating partner and find areas of common ground Remember your goal is to create and preserve a relationship

5. Use influencing skills

Learn as much as you can about your negotiating partner so that you will be better equipped to influence him Listen to the language he uses and then use it too Find out what is important to him – does he focus on what he wants or what he doesn’t want? Does he seek approval from someone else?

6. Use sales skills

Ask questions and present the benefits of your argument. Find out whether he/she agrees and then handle any objections. Remember to think about the benefits for both parties

7. Be flexible

Explore all possible solutions and outcomes Be prepared to adapt if it means you both achieve your desired outcomes Collaboration doesn’t mean giving up or giving in

8. Be focused, firm and determined

Restate your case with confidence

9. Closing skills

At the end of the meeting, be clear about what you have asked and what you have agreed upon Confirm in writing afterwards if appropriate.

10. Do it

If you have agreed to do something, make sure you have a plan for carrying it out and make sure it hap- pens. Being reliable and trustworthy will make things easier when you next come to negotiate with the person

Negotiation is most successful when both par ties:

• Recognise the value of a relationship and want to continue it

• Par ticipate actively in the process

• Show consideration and acceptance of each other’s perspectives, values, beliefs and goals

• Separate personality from the issue involved

Work together to develop a solution ever yone can accept