We waste too much time and emotion during negotiations. We argue about items that don’t really matter and let our feelings override our logic. If you want to move a negotiation forward and advance to where you want to be:
-
Understand the common goal. You both should articulate your goals and interests in writing and share them to ensure clarity and alignment.
-
Be transparent and explain the why of your points. It’s surprising how seldom people explain why they’re fighting for something. The other side likely doesn’t know why you’re asking for a term or condition. If something is going to impact you personally, think about disclosing it - the other party may understand.
- Calculate what’s actually important. Figure out how material each point is. Then determine what’s really worth fighting for in the bigger picture - and what you might be able to use as leverage
The above leadership tip...
was sent in response to a question from a participant on our acclaimed 10/10 leadership development and mentoring programme. Whether you're a first time manager or an experienced leader, straightforward, practical advice on best practice is hard to find. Until now. To find out how you, your team or your organisation can benefit, please join us on our next complimentary webinar or contact us.
For more tips...
on leadership and management good practice, subscribe to a Minute with Montgomery on 10TV.