My position description does not list negotiation skills as a
core capability. Do I really need to be
a good negotiator to do my job well?
Negotiation skills are often categorised with conflict
resolution skills or as part of the sales process. While these are two key applications of
negotiation, they are not the complete picture.
In effect, negotiation abilities are multi-faceted and useful in many
different work and personal situations.
Even when we do not have the authority to make the decision,
we can influence the decision-makers and the choices they make through
negotiating. When we negotiate fairly
and effectively, we are empowered. We are
active and influential participants rather than passive recipients. Across diverse situations, negotiation
improves the likelihood of securing workable solutions that hold benefits for
us and others. Negotiation is versatile,
accessible and empowering for individuals, groups and organisations.
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| When negotiating, ask questions to explore the positions and interests of the parties. |
Prior to initiating a negotiation, there are two important precursors. The first is to recognise that negotiation begins with developing a particular mindset, one of being open to possibilities and looking with fresh eyes. Successful negotiation is not just a matter of taking a common-sense approach and sitting down with others to have a discussion. Negotiation has its own language, models, processes and tactics which must be learnt before being put into practice.
The second precursor is to recognise many everyday situations as opportunities
to negotiate. Negotiation is more than
international deals, commercial contracts or buying a new car. It is also the everyday agreements we can reach
in cooperation with others. Through
negotiation we can achieve equitable and more sustainable solutions.
Improving our knowledge, awareness and abilities to
negotiate allows us to achieve more than ever have before in our interactions
with senior managers, peers and external stakeholders. So don’t just accept it, negotiate it!
If you would like to gain successful negotiation
strategies and skills, People Results is offering two workshop dates in July
and August 2012. The first workshop is being
held on Wednesday 25th July in Brisbane - o nly two places remain in this course so please be quick. You can
register here. Our other workshop is
being held in Toowoomba on Wednesday 8th August; please register here.
Lynne Lloyd
Managing Director
People Results
Executive Coaching and Talent Development
Telephone: 1300 167 981
Mobile: 0421 998749
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