Keys to improve your negotiations

Keys to improve your negotiations

Never start a negotiation without knowing what you expect to obtain from it (the objective is what will mark the direction of the process).

You have to know your limits before starting to negotiate (this will help you to express your opinion more clearly and firmly, and to negotiate within what is acceptable to you)

Think of all the players involved, not only those you are watching (especially in a corporate or business negotiation, sometimes whoever you have in front is not the last one interested and there are other parties whose positions you should not ignore)

Try to find out what the other parties really care about (sometimes it is not exactly the most obvious and that is where interesting alternatives can arise).

Being assertive in communication is a fundamental key (that means knowing how to say no when appropriate, also clearly explain the limits and express yourself when appropriate, without guilt or fear and with respect, even in the most critical issues).

Leaving emotions outside is always good advice (especially when the negotiation is about very personal issues or with people with whom you are affectively engaged).

Try not to make excuses that are doubtful, it is better to be honest, frank and open and say NO with the real reason (although it costs) to invent justifications that do not hold up over time or sound like excuses (as is usually the case I have enough budget ").

If you enter a negotiation, you have to know that at some point you will have to give in and this often requires an emotional preparation (that's why it's good to know what your limits are so as not to cross them, but to be able to yield when appropriate).

Never think of a negotiation as a zero-sum game (the one in which the more you get, the less you get the other), but rather in a WIN-WIN game, which means that you both can get out of the negotiation better than you they waited.

Think creatively of new alternatives (do not stay with only the most obvious ones, because you will need all your creativity to be able to play win-win).

The most important thing is that you remember that negotiating is a game, where all parties can win, and that is where you will be best able to achieve your expected results. You must enjoy it because it is part of life (and especially of your business) and as in everything, sometimes you win and sometimes not so much. But especially, like any game, the more you practice, the better you do at the end of the day.

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