3 Must-Have Traits for any Strong Negotiator
The business world is in a state of flux. Deals land in seconds, professionals make network connections from behind closed doors, and negotiations that would have taken weeks, now happen within seconds.
For some, that might be scary.
However, you shouldn’t view this as something to be afraid of. It’s a huge opportunity that you can capitalize on and supercharge your business growth with (if you’ve got the negotiation ability that is).
That ability is what it all boils down to. In an increasingly digital working environment, it’s easy to forget that you’re not dealing with numbers, you’re dealing with people. It’s your interactions and negotiations with them that determine whether those people become a bump to your bottom line or another missed opportunity.
As a key player in your company, you need strong negotiation tactics to overcome this challenge. Read on to find out if you’ve got the skills you need or whether it might be time to improve.
1) You Know What You Want and What You Can Give
Never walk into a negotiation unprepared. Why? Because if you don’t do your research and answer the question, “OK, what can you put on the table,” you’re lost. Your lack of preparation will result in you walking away with less than your full share, or walking away with nothing at all.
As a result, you need to know what you want from each deal, as well as where your Zone of Potential Agreement (ZOPA) lies before you step into the room.
What is a ZOPA?
The ZOPA is a conceptual state in negotiation, where the terms are reasonable enough for all involved parties to find common ground.
2) You Don’t Let Emotion Play Into it
Advertising plays heavily on our emotions for one key reason: as a species, we don’t think rationally when we’re emotional, which leaves us vulnerable to sales manipulation.
The same applies to negotiation. To secure the best outcome, you need to remain objective; especially at crunch time, when your emotions could lead to an irrational and unfavorable outcome.
Learn to stay calm under pressure; that’s one of the biggest challenges that negotiations will throw at you. Fortunately, negotiation training is available to give you the skills you need to succeed.
3) You Use Listening to Find the Best Possible Solutions
You should be the last person to speak – not because you have to say something, but because you have something of value to say.
A key catalyst to this is listening – not to solve your problems, but to find solutions that will bring negotiations to an amicable conclusion.
Great negotiators are also great listeners and use their skills to find solutions that work for both parties, whether that be a business merger, the terms of a new contract, or boosting the value you see from a current relationship. Preparation prior to negotiation is important, but being able to listen will present you with the key information that you need to break down barriers and reach your desired outcome.
Master Negotiation & See Results Soar
Companies like The Gap Partnership help professionals like you to learn the skills they need to succeed in business and in life. Hone in on your negotiation skills and get the most out of every key discussion.
Learn more tips and tricks from a Top Keynote Speaker.