Rebecca Falish AndMelanie Felladore 2016-09-09 03:25:28
Navigating the negotiation Does anyone really like to negotiate? By definition, negotiation means “to confer with another so as to arrive at the settlement of some matter.” Some negotiations are simple, but many can be unnerving. Negotiations are necessary in all aspects of life both professional and personal. So, how do you navigate and get through your next negotiation? Follow these simple steps and you should have smooth sailing. Preparation: Preparation is the key when preparing for a negotiation. You must determine when and where your meeting will take place. It is very important to set a timeslot for the meeting and stick to it. In formulating your agenda, have defined pertinent facts in order to communicate your position. Be clear and succinct in addressing the issues you would like presented. Discussion: Put forward your case. Keys for a successful discussion are questioning, listening and clarifying, but never stray. Stay on topic! Body language and posture are an essential component of your discussion. Several good rules to follow are to remember to relax your body, plant your feet (this shows your resolve), keep eye contact, show your patience (let others speak and be attentive even though you are tempted to interject) and, most of all, SMILE. Clarification of goals: What is your end goal? A clear statement on where you expect the negotiation process to take you needs to be stated. From there, establish if there is common interest. If not, be prepared to introduce supporting material. By doing this, buy-in and mutual interest in the goal can be gained. Negotiate toward a win-win outcome: Once you’ve established your end goal, begin to understand where the opposing party sits. If you take, be prepared to give. Negotiation is a process. Getting to the win-win position should be the objective of both parties. If you sense a win-lose situation is arising, you need to back up and revaluate. Agreement: Be sure the agreement is perfectly clear so both sides know what has been decided. To avoid misunderstanding, the outcome should be presented in writing and include all the elements of the negotiation. Be sure your exhibition is clear, concise and leaves no room for interpretation. Be patient. The other parties involved may have edits and it is important to keep the channels of communication open to discussion for compromise. Once all parties have agreed to the written presentation, set a timeline and follow up. Implementation of a course of action: After the review process is completed and agreement is established, begin execution. Gauge your progress and measure the successes. Document anything you may want to recall in your next negotiation process. Negotiation exists in all facets of our lives, not just business. Becoming a skilled negotiator often is necessary to make decisions with family and friends and even yourself. Negotiation requires patience, empathy, and give and take. When you are skilled in negotiation, you can build trust and solid relationships. Rebecca Falish (InSinkErator) and Melanie Felladore (TORRCO) serve on the ASA Women in Industry Division Executive Council, a group focused on providing women in the PHCP/PVF industry with the opportunity to connect, empower, inform, educate and engage. Visit www.asa.net for more information.
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