Negotiate Like a Pro

By Dee Taylor-Jolley

Everything is a negotiation – from getting your toddler into bed by 8:00pm nightly, to where to go on date night, to your corporate exit package after being downsized.

The late Congressman Bill Richardson, former U.N. Ambassador, former U.S. Secretary of Energy, and former New Mexico Governor proved to be a master negotiator.

With all the titles and positions he held, he was most well-known for his ability as a private sector diplomat, to use his negotiation skills to help free U.S. hostages abducted by some of the world’s most brutal dictators.

How is this possible?

When asked, Bill Richardson said, “Be a good listener. You have to respect the other side’s point of view. You have to know what makes your adversary tick."

When asked how he prepared for negotiations, he replied, "I talk to people who know the guy I will be negotiating with. I talk to scholars, State Department experts, etc.”

Effective negotiating skills benefit us in every aspect of our lives.

Here are 5 principles that will help you in negotiating:

Prepare
Research and learn all you can about what makes the other person tick.Know their interests and goals, plus as much as possible about the subject matter of your negotiation. Be clear on your own goals and boundaries.
Listen Actively
While you listen, ask questions for clarity. Repeat their information back them (in your own words) to insure your understanding. This will help you identify potential areas of agreement and help craft solutions that satisfy both parties.
Communicate Clearly
Craft your thoughts carefully and clearly. Express your ideas with active language. Ask open-ended questions to encourage the other party to share information.
Be Flexible and Creative
Be open to exploring alternative solutions that can benefit all parties. Consider different options and be willing to make concessions if it helps reach a mutually beneficial agreement.
Check Your Emotions
Your emotions can play a major role in negotiations – even getting that toddler to bed! Effective negotiators are aware of their own emotions and those of the other party.Manage your anger or frustration and work at building rapport.

Negotiating is really a skill that we can learn. It will help us reach our own goals.

Everything is a negotiation. Practice it daily. Become a master at it!

Dee Taylor-Jolley is the COO of Willie Jolley Worldwide. She provides back office operational strategies that help small businesses maximize their profits.