subject: The Art of Effective Negotiating [print this page] The Art of Effective Negotiating The Art of Effective Negotiating
The heat is on. An oil spill in the Gulf of Mexico, federal healthcare reform,state budget woes---crisis situations are hot this summer. It's time to pour water on the flaring hot tempers, burning egos, and blame gamesand negotiate what is best for all parties.
While we cannot solve the world's problems, we can learn the art of effective negotiating, also known as persuasive communication, to improve ourbusiness and personal relationships. We all have conflict where two sides differ in opinion: a union/management issue at work or perhaps a budget issue at home.
Whatever the conflict you are negotiating, begin with the end in mind. What is the reason for negotiating? Who is the population you are serving or providing a product for? What is the best solution for all involved even if it means compromise? The purpose of the negotiation is to find a win-win agreement both sides can live with.
Interest-based negotiation, or win-win,focuses on finding a mutually shared outcome byclarifyingwhy that outcome is preferredandunderstanding the opposing parties' position. Interest-based negotiation produces satisfactory agreements, andpromotes trust and effective long-term partnering.
Successful negotiatingdependsnot on what you bring to the bargaining table, but rather on what you do not bring: inflated egos, personal agendas, the need to be "right".Truly effective negotiatorsfocus their energies on what is in the best interest of those they are serving and communicate their wants effectively using honesty, transparency, and integrity in the process.
