Negotiate Like a P.R.O. -

Home
>
Negotiation
>
Negotiate Like a P.R.O.

Negotiate Like a P.R.O.

Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success.

The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon.

1. Purpose

Knowing why you are engaged in a negotiation may seem obvious in some situations (to buy a lamp, to stop a fight, etc.), but more complex negotiations generally have more complex purposes.

Ask yourself:

-Why am I negotiating?

-What are the potential benefits?

-What do I ultimately hope to achieve?

2. Result/Relationship Balance

A "transaction" is high result/low relationship - we get what we want, and the other person is incidental to the exchange. Buying a used car is generally a "transaction".

"Relationship-builders" are meetings, calls, and exchanges of value where developing the relationship between the two parties is far more important than the actual tangible "result" outcome. Early meetings in any project are usually "relationship-builders" - what gets done is far less important than connections being made.

A true "Deal" is where there is a high emphasis on both getting what you want and enhancing your relationship for the future - this "win/win" thinking takes more time and effort, but is essential in any sort of long-term agreement. Successful political (and marital!) negotiations are always predicated on achieving this balance.

Give yourself the following test:

If you had 20 points to distribute between creating the Result you want and enhancing the Relationship, how would you do it?

Example (Result/Relationship):

15/5 - Transaction

5/15 - Relationship builder

10/10 - Deal

3. Outcomes and Options

When it comes to negotiation, having a clear outcome, goal, or target in mind has been shown to be one of the primary determinants in how things come out.

Ask yourself the following questions:

-What specifically do I want?

-What specifically do I think they want?

-What are some plausible options that will get us both what we want?

Bonus Tip: If you're using this to prepare for an important negotiation, take some extra time to answer the questions AS IF you were the other person in the negotiation. You will be pleasantly surprised at the insights you gain from this process.

Have fun, learn heaps, and the next time you negotiate, do it like a P.R.O.!

Michael Neill is a licensed Master Trainer of NLP and has written over 450 articles on in the areas of business success, money, relationships, health, happiness, well-being, and spirituality. His weekly coaching column is reprinted in newspapers and magazines throughout the world, and can be found online at http://www.geniuscatalyst.com

In The News:

Washington Post
A Watershed Labor Negotiation
Washington Post, United States - 18 hours ago
Negotiations are stalled over Rhee's proposal to give teachers the option of earning up to $131000 during the 10-month school year in exchange for giving up ...

Path to negotiation
TheDay, CT - 13 hours ago
By The Day Word that the United Auto Workers is circulating a petition demanding that Foxwoods Resort Casino begin negotiating with table game and poker ...

Is Negotiation Still Used in Business?
PR-CANADA.net (press release), Montenegro - 6 hours ago
In negotiation, however, “yes” is the worst word. It primes you to please the other side, to rush ahead, to compromise early and often, ...

• Wildcats Set to Return in 2009
WFXL Fox 31, GA - 5 hours ago
After nearly a week of deliberation and negotiation with the City Commission, General Manager Darren McPhail as confirmed for Fox 31 that the owners have ...

Radio Australia
India, ASEAN conclude negotiation on Free Trade Agreement
Thaindian.com, Thailand - Aug 28, 2008
New Delhi, Aug 28 (ANI): India and the Association of Southeast Asian Nations (ASEAN) on Thursday successfully concluded six years of negotiations for a ...
India, ASEAN clinch a free trade agreement Hindu
Peru - Korea to start free trade negotiations Living in Peru
India, Asean ink free trade deal Times of India
Prensa Latina - Mizzima.comall 417 news articles

Chavez calls for negotiation with Mexico's Cemex
International Herald Tribune, France - Aug 23, 2008
AP CARACAS, Venezuela: President Hugo Chavez is appealing to Mexico's government for a friendly agreement over a cement company he nationalized. ...

Employment Law Resource Center Offered by Lawyer Central
Emailwire - 16 hours ago
The Employment Law Resource Center features essential legal information pertaining to contract negotiation, workplace harassment, sexual harassment, ...

RTE.ie
No new government for Zimbabwe
SABC News, South Africa - 6 hours ago
The delay could be attributed to power-sharing negotiations, which continued in Tshwane today. Mugabe was poised to announce a new cabinet but has postponed ...
Most Popular Letters Zimbabwe Independent
Mugabe prepares for next move Mail & Guardian Online
Negotiators to revive Zimbabwe's crisis talks. Kenya Broadcasting Corporation
all 378 news articles

Centro chief hoping for white knight rescue
ABC Online, Australia - 15 hours ago
... Canada, Asia - and a number of those private equity firms were in negotiation with us at various times over the last few months," he said. ...

GM Employee Discount - Is it really a good deal?
Consumer reports - 7 hours ago
To assess the Employee Pricing program, we ran the numbers on several vehicles, comparing informed negotiation against advertised employee pricing. ...

negotiation - Google News