Killer Series: 7 Steps to the Killer Negotiation
I have seen it explained in many ways and watched it happen on different turfs and more often than not, the posture and position is always the same. People mistakenly enter a negotiation thinking that someone has to win and someone has to lose.
I know that the dictionary’s definition of negotiation states that negotiation is a compromise, a concession, a series of give and take or finding the middle ground. Personally, I think that the dictionary is limited on this subject and is quite shortsighted. There’s more to a negotiation than mediocrity which is where you end up when you seek the middle ground. The middle ground is short-lived because people on one side or both sides harbor resentment for not having achieved what they set out to.
In my view, there is definitely a higher purpose in negotiation and that is to achieve a win/win. A negotiation then, by the Dean L. Forbes definition, is a synergy of two ideas, the beginning of a fruitful and long-lasting relationship; it is a series of give-and-give where the ends meet the desires of both sides.
Many people will say that this view is terribly optimistic and therefore unrealistic BUT I beg to differ because I have had the experience of both and I do know that win/win is always better than win/lose and that win/win is almost always achievable. And, even when win/win is not achievable, there is still a far better option than win/lose.
Following are the 7 Steps to the Killer Negotiation. Study them and put them into practice; I guarantee that once you do you will discover how easy it is to consistently achieve the results you desire. You will see immediate and profoundly positive results in your negotiation skills and your personal growth.
[from www.deanlforbes.com]
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