Haggle like a pro. (Business 101).Your new hire just stormed into your office demanding a raise. Your lease is almost up and the landlord insists on renewal terms you can't possibly meet. Your best client is being audited and the IRS An abbreviation for the Internal Revenue Service, a federal agency charged with the responsibility of administering and enforcing internal revenue laws. agent assigned to the case makes Scrooge look sweet-tempered. Negotiating is a part of life. Even if you aren't a born negotiator, here are easy ways to improve your skills in this highly specialized art form. BRING DOWN THE TEMPERATURE The leap from candid debate to flaring tempers is short. The worst time to negotiate is when you're angry. When the temperature rises, "take five" to give yourself time to cool down. Or reschedule re·sched·ule tr.v. re·sched·uled, re·sched·ul·ing, re·sched·ules To schedule again or anew: rescheduled the meeting for the following week; rescheduled the debts of many developing nations. the discussion for later. Further, responding calmly when the other party is hot under the collar can give you an important edge. By keeping your emotions in check, you telegraph a position of greater strength and confidence than your opponent. SURVEY THE PLAYING FIELD Sometimes no matter how hard you try, the obvious practical solutions don't work. When straightforward-sounding problems turn intractable intractable /in·trac·ta·ble/ (in-trak´tah-b'l) resistant to cure, relief, or control. in·trac·ta·ble adj. 1. Difficult to manage or govern; stubborn. 2. , look for an emotional agenda lurking See lurk. (messaging, jargon) lurking - The activity of one of the "silent majority" in a electronic forum such as Usenet; posting occasionally or not at all but reading the group's postings regularly. behind stated surface issues. An employee's sudden demand for unnecessary new equipment could stem from job insecurity or competition with co-workers. Excessive anger may be a tell-tale sign of an underlying sense of hurt or powerlessness. Effective negotiation must address core emotional issues as well as the purely practical ones. LISTEN TO BODY LANGUAGE Pay attention to the other party's unspoken messages as well as their verbal ones. Maintaining eye contact is a good sign that they're engaged and listening. Arm folding or turning away may indicate resistance to your message. Body behaviors may provide a clue to the other person's true feelings as well as how honest and forthcoming they are being in the negotiation. Consider how the other person's body language makes you feel. If you're sensing connectedness and candor can·dor n. 1. Frankness or sincerity of expression; openness. 2. Freedom from prejudice; impartiality. [Middle English, from Old French, from Latin, from , the other person probably feels it too. KNOWLEDGE IS POWER Come to the table as prepared as possible. Learn as much as you can about not only the issues under discussion, but also about the person with whom you'll be negotiating. Depending on the type of negotiation, spending a little time finding common ground may help you communicate more quickly--and perhaps reach agreement faster. Being prepared with facts and statistics (average square-footage rental rates for comparable properties for a lease negotiation, for example) can help you substantiate To establish the existence or truth of a particular fact through the use of competent evidence; to verify. For example, an Eyewitness might be called by a party to a lawsuit to substantiate that party's testimony. your position and counter objections. TACKLE EASY ISSUES FIRST Try to find one or two basic threshold issues on which you can quickly reach agreement. Building consensus on simpler issues helps create a sense of trust and rapport, while establishing momentum to help you move on to tackle more difficult questions. AIM HIGH Don't be afraid to go to bat for the deal you really want--even if it is more than you realistically expect to achieve. While it's unlikely the other side will agree to your first offer, it's usually better to start a little high to give yourself negotiating room. Come to the table with a series of fall-back positions in mind. But be sure you're also clear about your bottom line--the point at which you're willing to walk away. MAINTAIN PERSPECTIVE Not every deal point in a negotiation is truly a do-or-die proposition. Be prepared to let go of something to find a workable solution. THERE'S ALWAYS TOMORROW Some canny can·ny adj. can·ni·er, can·ni·est 1. Careful and shrewd, especially where one's own interests are concerned. 2. Cautious in spending money; frugal. 3. Scots a. negotiators will try to steamroll steam·roll·er n. 1. a. A steam-driven machine equipped with a heavy roller for smoothing road surfaces. b. A similar machine with an internal-combustion engine. 2. you into concessions by creating a false sense of urgency. Don't let time become your enemy. Try not to get boxed in Adj. 1. boxed in - enclosed in or as if in a box; "boxed cigars"; "a confining boxed-in space"; "felt boxed in by the traffic" boxed-in, boxed enclosed - closed in or surrounded or included within; "an enclosed porch"; "an enclosed yard"; "the enclosed check by artificial deadlines. Has an offer been made, or a possible solution on the table? Remember to think things over carefully before agreeing. Even just a long, dramatic pause or asking "Is that the best you can do?" may prompt the other party to sweeten sweet·en v. sweet·ened, sweet·en·ing, sweet·ens v.tr. 1. To make sweet or sweeter by adding sugar, honey, saccharin, or another sweet substance. 2. To make more pleasant or agreeable. the deal. TURN AN ADVERSARY INTO AN ALLY Don't forget to shake hands to perform the customary act of civility by clasping and moving hands, as an expression of greeting, farewell, good will, agreement, etc. See also: Shake with the opposition. A good, fair fight can build respect--you may be surprised where your next referral comes from. Karen Dustman, JD, is a northern Nevada-based freelance writer and author who formerly practiced real estate and tax law in California, She can be reached at kdustman@gbis.com. |
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