Tips for negotiating
- Put yourself in their shoes
- Agree on what you agree on
- Avoid blaming them for your problem
- Discuss each other’s perceptions
- Summarise and clarify often
- Avoid getting personal
- Give them a stake in the outcome by ensuring they participate in the process
- Speak about yourself and your feelings. Not about the other person and their feelings.
- Make your proposal consistent with the other person’s values.
- Build and maintain rapport
- Be honest
- Be solution focussed
- Recognise any emotions involved – theirs and yours!
- Recognise that shared understanding is difficult to achieve
- Use active listening skills
- Invent options
- Remain open minded
- Avoid argumentative words e.g. ‘But, however, I’m afraid’
- Avoid words of rejection e.g. ‘Can’t, no way, impossible’
- Avoid irritating statements e.g. ‘this is a fair offer’
- Avoid assumptions
- Be strong and avoid being intimidated
Great negotiating phrases:
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"We have worked with Joanne for many years to provide crucial training for staff in a variety of our management/supervisor roles. Joanne is warm, friendly, and engaging and she takes a lot of time to gain an understanding of the delegate personalities and traits.
Joanne immediately gains the trust and respect of anyone who attends her training programmes and has the ability to make employees very self-aware of how they conduct themselves, not only in the workplace but in their behaviours, choices and interactions.
Over the years we have seen some dramatic changes in peoples performance and attitude on the back of their time with Joanne"
Production Manager feedback following the completion of a Team Leader Development Programme