Can you get what you want—when you want—every time you want it? Of course not! However, you can use these
five
techniques to advance your goals more of often.
Rarely do people agree to our requests with the snap of a finger, a nod of the head or a smile. And sometimes,
just
getting little tasks done the way we want them to be done requires much more energy and effort than is
necessary.
Perhaps you can relate!
This was often the case in my business and personal life. Even talking my way through an end goal with my
husband or
kids could be exhausting. And, if you are a worst-case scenario, control-freak planner like me, the energy used
to
prepare before asking for something can effectively light up a major city for a few hours!
Make it Easier
Wouldn’t it be easier to get what we want exactly when we want it? That would be amazing. However, to do that
more
often, a focus on negotiating skills is required. Generally speaking, mastering these much-needed yet
under-utilized
skills can come in handy in more ways than you might think.
Some examples include negotiating with a business partner in your retail operation, an unhappy family member on
your
board, a sales manager who just received an offer from a competitor or your teenage son or daughter.
Honing Skills
Honing negotiation skills should begin with setting an intention. The best negotiators in our industry intend to
achieve
good results for everyone involved without resorting to manipulation or dishonesty. Getting what you want while
damaging
your credibility or reputation is a bad result, no matter the circumstances.
Skilled negotiators plan the presentation method they will use to get the desired outcomes. They start the
process with
a conversation to establish ground rules for the ‘ask’ and explain why the negotiation is important to them or
their
company.
Since both sides in any negotiation want to ‘win,’ here are five well-tested steps that will improve your chances
of
achieving your goals:
Establish a Relationship
Knowing the person you are negotiating with is a critical part of the process. Understanding what makes them tick
is the
best thing you can do to move the process forward. Be open and honest. Everything you say should come from a
position of
integrity and sincerity. You are best positioned for success when the other party respects and trusts you, which
begins
with developing a healthy relationship.
Be Respectful and Polite
Never underestimate the natural ability of other people to sense who you really are. Those who attempt to be
someone
ELSE will easily be unmasked. Dishonesty is a red flag in any negotiation and will keep you from accomplishing
your
goals.
Find the ‘Win’ for Both
Everyone likes to win! So, when considering what you are trying to accomplish, think about how to also find a
‘win’ for
them. Understanding what both parties need is vital to creating successful outcomes. It also makes the process
much
easier. The best outcome is that both parties end up on the same side of the fence.
Be Prepared
Deciding well in advance what you want to accomplish gives you the time YOU NEED to think about and practice how
you
want to approach a negotiation. The more you anticipate difficult questions, the better equipped you will be to
handle
them. Practicing in advance will reduce stress and anxiety. Don’t decide to just ‘wing it’ or you will run the
risk of
losing to someone who is better prepared.
Know When to Stop Talking
People feel very uncomfortable when talking stops and a room becomes silent in the middle of a conversation.
However, be
aware that silence, injected at just the right time, can be the most effective tool in any negotiation process!
It is
your cue to keep quiet. Give the other party time to consider everything you have said and await their response.
I’ve found that considered thought, preparation, a little luck and, yes, determination for a win go a long way.
“Be aware
that silence, injected at just
the right time, can be the
most effective tool in any
negotiation process!
It’s your cue to keep quiet!”
Negotiation Example
Here’s an example from my experience as a senior executive for a large furniture manufacturing firm.
Situation: An agreement was reached with a furniture retailer for a major product placement in more than a
hundred of
its retail locations. In return, we (the manufacturer) agreed to provide a substantial product discount on floor
samples. About a month after our products arrived and the retailer’s program was launched, we received some
potentially
bad news. An entirely new team had replaced the buying team we negotiated with to design and plan this program.
Change of Plan: A few weeks later, it became official. We were told that the new team had chosen a new
manufacturing
partner and discontinued our program.
Result: We now faced the possibility of losing hundreds of thousands of dollars on the highly discounted floor
samples
that had already been shipped. We intended to recover this investment through anticipated future sales.
Five Steps
Steps 1 & 2 - Genuine, Respectful and Polite Relationship: I reached out to the retailer’s most senior-level
executive,
thanking her for the opportunity to work with her team and for the chance to become a valued manufacturing
partner.
Step 3 - Preparation: Starting with a review of the situation, I presented her with documentation, including:
-
A list of the floor sample discounts they had already received.
-
The timeline of events following the initial agreement, including their previous buying and merchandising
team’s
long-term commitment.
-
An overview of the loss we faced because of our good-faith investment.
I hoped this would help build a respectful relationship to advance our case. Since we had not met or worked
together
before, it was the best chance to get her to consider our “ask.”
Step 4 - Win-Win: Trying to find a ‘win-win’ for us both, I requested reimbursement for 75% of the total value of
the
floor sample discounts that we offered and suggested they keep the other 25% of the value to use as promotional
discounts to sell off the floor samples. I then offered another promotional incentive for future product
development
should they negotiate a new program with us. Finally, I requested that we schedule a conference call once they
reviewed
all the information.
Step 5 — Stop Talking: The retail executive contacted us within 24 hours of receiving the documents and scheduled
a
call. I said very little during that call, other than to ask if she had any questions. Now was the time for her
to take
the lead. Long story short, she accepted the offer, reimbursed us for the requested amount and continued to do
business
with us for years to come.
Getting Consistent Results
This process works, BUT it only achieves consistent results when time is taken to carefully consider all options
and
implement each of the five points listed above.
Negotiation is all about building and nurturing relationships. Every player can win by cultivating and
maintaining a
good rapport at the table. A successful negotiation achieves more than just coming to an agreement. It can
establish you
as a top-ranked businessperson and protect your hard-earned reputation. Good luck with your next negotiation!
“Everyone likes to win!
So, when considering what you are trying to accomplish, think about how to also find a ‘win’ for them.”