WORTH READING 11 Jul 2005

Art of Negotiation

The ability to negotiate is one of the most valuable skills you can
bring to
any job. Whether you're after a pay rise, time off, a new job, getting
someone to back off, more help or more recognition, the ability to
negotiate
will give you a much better chance of success.

Negotiation isn't just about getting your own way or giving in. In fact,
those are the things that happen when people fail to negotiate. If you
won't
or can't negotiate then either you, or the people around you, are likely
to
end up feeling bitter and resentful. If you're the boss, you'll have an
unhappy staff. If you're the junior, you'll feel downtrodden and used.

Negotiation is about both sides reaching a good outcome, or at least one
they feel they can live with and have contributed to. It will almost
certainly involve compromise on both sides.

The seven-step negotiation plan:

1. Set out to reach a win-win situation. Both sides should leave the
negotiation feeling they've come away with something and that they're
satisfied.

2. Always begin by saying something positive and appreciative to the
person
you're negotiating with. For instance, 'I've noticed how hard you've
been
working,' or 'You really did a good job on that report'. It will
increase
the goodwill on both sides.

3. If the other person is angry or hostile, then refuse to get drawn
into it
or to fight. Keep smiling and being pleasant and sooner or later they'll
calm down.

4. Get clear about your bottom line. Decide, in advance, what really
matters
to you and what doesn't. In other words, where you'll compromise and
where
you won't. Then stick to it.

5. Give yourself room to manoeuvre. Make sure you have something to
offer
the other person, as well as something you want.

6. Listen. And keep listening. It's vital to really understand what the
other person is saying and their point of view. To listen shows respect
and
good intentions, and will make the other person feel valued.

7. Keep your options open. If you don't get what you want then resist
the
impulse to insult the other person or storm out. End the negotiation
politely, and with a smile. That way you can always try again later.

Of course not everyone is willing to negotiate. But you can use these
tools
even when you're the only one negotiating. The ability to negotiate will
help in virtually any work situation and will often allow you to
sidestep
conflict.

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