Involve all concerned parties
Gather information first
BATNA: Best Alternative to a Negotiated Agreement
- Know your options
- Can you walk away?
- What are the pros and cons of each option?
- What other choices do you have?
Active Listening:
Communicate interest:
"I want to understand your view." Use gestures and sounds to show listening.
Repeat Technique:
Repeat the words or ideas you thought the other person was expressing. "It's too late?" "Too late?"
Use open ended questions:
Who, What , When, Where, How?
Avoid: Why?
Keep others talking.
You may think an interview you were involved in was the "best interview I ever had".not if you did all the talking!
Repeating back a question for clarity is always good practice:
- Am I right in saying you really like the neighborhood?
- I get the feeling you are wanting to offer more for the property?"
- Tell me if I understand, do you want to use the option paragraph but you don't want to lose the opportunity to buy the house?"
Indirect communication is less confrontational than direct.
For example:
"This contract is written very poorly and doesn't comply with contract law". -- Direct
"Do you mean you think this offer needs reworked?" -- Indirect
Silence is a negotiating tool.
Only break silence if you truly believe that "what you have to add actually enhances the value of this silence".
- Negotiate an Action Plan
- Put the plan in writing
- Elicit Suggestions
- Check with all parties
- Institute the plan!
"This looks like a good plan. You deserve a lot of credit."
Even if it were all your plan!"
