Articles

October 2006: Manage This … Negotiating

We often equate negotiating with a labor versus union situation or negotiating the terms of an acquisition.  However, we are continually negotiating at work.  Examples include:

• Getting more resources—people/ budget
• Project deadlines
• Hiring employees
• Being promoted
• Getting an interesting project
• Delegating to someone over whom you have no formal authority

To increase your success in negotiation:

1. Increase your self-confidence in negotiation

• Identify situations that might cause you anxiety or stress and develop strategies to deal with them
• Role-play with a peer or coach to build self-confidence.
• Set performance goals by evaluating all potential outcomes and ranking their priorities, identifying “giveaways”, and settling on targets as well as “reserves” (the minimum you would accept)

2. Understand the advantage of collaboration and “win/win”.  Although it may seem obvious that this is an advantage, one study found that only 7% of the negotiators use these techniques.

• Increase the flow of information between the parties—share information and listen closely.
• Find out as much as possible about the other sides’ needs, interests and preferences—make sure you can articulate the WIIFT (what’s in it for them).
• Talk about interests, rather than positions. 

Important note:  This collaborative approach only works well when both people use it.  Ensure that the people with whom you are negotiating understand the advantages also.

To get one-on-one coaching or training and learn more specific ways to negotiate effectively, contact Kerrie Halmi at Halmi Performance Consulting:
kerrie@halmiperformance.com or 510-336-0654.

Manage this …work-life balance is a necessity for employees.  More details right here in November.

Please pass this to others who would benefit from it.

If you want specific references for any of the material, please let me know.

About the Author: Kerrie Halmi is a coach and facilitator specializing in people management skills. Her passion is increasing women’s success in business.

Terms of Reprint: You have permission to publish this article in your newsletter, e-zine or on your website as long as you print the entire article, unchanged and include the copyright and “About the Author” information (Resource Box) and all links. Please e-mail Kerrie@halmiperformance.com to let the author know where and when the article will appear.
Negotiating as a tool for success...