Negotiation Advice

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How To Become Better At Negotiation

You’ll have a very challenging time achieving your goals if you don’t understand the power of persuasion and influence. Having the confidence to tell people what you’d like them to do is one thing, but being able to convince them why they should do it as well as they possibly can is quite another.



A definition for influence isn’t easy to pinpoint. It is less direct than persuasiveness, more complicated than authority and power and less specific than a skill. Influence describes a connection between individuals, credibility and experience, so it’s most likely to stem from admiration for an individual’s integrity, experience and opinion. It’s important to remember that while status and power certainly exert an influence, those in authority aren’t necessarily influential people.


How people behave is frequently affected by culture. Decisions may be shaped by personal relationships or simply by being convinced that a particular course of action is the best choice.

Successful preparation will increase your chances of persuading the other party. Part of preparation is to ascertain what your concern and attention is and what has prompted you to do it. In addition, you have to sort out what you need to accomplish and be sure that you’re focusing on the perfect problem before you begin searching for solutions.

In respect to solutions, consider the benefits and costs of every idea. Can you identify potential and probable risks and consequences for both you and the other people involved? Effective preparation includes:

  • Building rapport
  • Listening
  • Asking questions
  • Seeking opinions
  • Identifying interests and concerns
  • Planning logical ideas and meaningful, accurate information

Seek Views and Support

Other people may see things that you can not, so canvassing their views will give you valuable insight and very possibly the missing bit that you will need to plug gaps in your argument. The purpose is to get people talking and thinking about the problem and you can only do so by speaking to them. You don’t need to sell your idea however, simply acquire information and get people on side. Bear in mind, the more people who support your ideas the more likely those thoughts are to succeed.

You should look to get the broadest possible array of perspectives so speak to staff members and colleagues, supervisors, customers and suppliers, etc.. People like to be asked for assistance and advice and at exactly the exact same time asking their view will help get them involved in your job.

Your timing has to be right though, so think about if they will probably have time to assist you and search for non-verbal signs and tone of voice when they react. Be ready for your premises to be challenged or to allow them to possibly identify objections and evaluations. Bear in mind, challenges can help you to fine tune so always be open to ideas and disapproval.

Research and Gather Information

Having floated your thoughts and considered the ideas and opinions of others, the next step is to confirm that your vision is achievable. You want to get sources of supporting data like historical records, trend and data, information about similar projects, etc.. The web and intranet will clearly help with a lot of the research.

To plan the best strategy, find out more about the people you will need to convince including any stakeholders. Determine the benefits of your idea for them and prepare for their possible objections. Review the check-lists on this display to be certain you have all of the facts and data you’ll have to increase your chances of a successful negotiation.

Making Your Case

You have identified your interests, rallied support and completed your research. It is time to prepare what you would like to say to make your situation and be ready to escape, reconsider and try again in case you don’t get through the first time.

Win-win refers to a shared difficulty approach that is more likely (but not guaranteed) to end favorably. This is because the two parties are searching for a solution that matches.

Lose-lose where each party’s idea of winning is to have the better of the other hand (the outcome is very likely to be lose-lose because neither side will likely be fully happy with the outcome).

Would You Have to Negotiate?

If what you need is complete and if there’s absolutely no room for movement, then there isn’t any point negotiating. Even making discussion appear possible will only undermine your ability and clearly waste everyone’s time so in these cases, you want to immediately advise people of your position and use your energy to explain that choice.

Preparing To Negotiate

Planning for the real negotiation calls for a similar approach to preparing your situation – you will need to do the groundwork that will explain what you need to accomplish and what you would like to avoid.

To begin, be aware of what your interests are and determine what the best outcome is. Moreover, you want to decide on what you’ll settle for from the worst-case scenario by working out how much you are prepared to compromise in particular regions – your bottom line. As soon as you’ve done so, you’re ready for research.


You will need to talk your situation through and prepare evidence to support your position. Providing valid and proper information will help to establish your credibility. Make certain your information is concise and accurate and is presented in a style that’s simple for the other party to know.

One of your principal planning goals should be to try to identify the sort of people they are. Showing understanding of the other party’s opinion and demands will be equally appreciated and beneficial. Let’s investigate the critical features and motivators for some frequent personality types, which can allow you to understand and appeal to the values which matter for each.

Another prime goal in preparation is to try to learn what the other party is seeking to achieve, hopefully without giving away too much about your aims!

Certainly, it is possible to fine tune your proposal to highlight common ground and decide the best method to manage identified issues if you know beforehand exactly what the other party may support and what their objections may be. You should then plan to begin the discussion by underlining common ground, which will set a positive tone until you go into the realm of objections.

For more advice and training on Negotiation see our courses for more details. We provide in-house customised training in Sydney, Perth, Melbourne, Brisbane, Adelaide, Canberra, Parramatta and more.

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