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:

  • Yes, and...
  • I agree and...
  • I appreciate your thinking on this and...
  • I respect that you think that and...
  • Could we look at...?
  • Perhaps...
  • I wonder if we could consider...
  • What if we ...
  • May I suggest...
  • I can hear/see why that is important to you...
  • Let’s look at some alternatives...
  • What else is important to you...?
  • I’d like your opinion on...
  • I appreciate your point of view
  • It might be an idea to...
 

 

I would like to take this opportunity to personally thank you for the incredible job you have done and continue to do regarding taking our team leaders to such a professional level. This could not be achieved without your coaching.
Gary Fitzpatrick, Manufacturing Unit Manager ABB