How to Be a Better Negotiator
This article is based on the original content piece that featured on Charted Accountants ANZ, written by Megan Breen. Megan Breen is a freelance writer specialising in equality and human rights issues in workplaces.
Mastering the Art and Science of Negotiation
Whether you're pursuing a new client or discussing flexible working arrangements, strong negotiation skills are vital for asking for and getting what you want. Negotiation isn't just about high-stakes boardroom meetings; it's an essential part of our daily lives, shaping our interactions both personally and professionally.
Quick Take: Understanding Negotiation
At its core, effective negotiation is a conversation aimed at reaching an agreement that benefits everyone involved. Recognising how to read the room, anticipate objections, and find common ground are key skills that can be developed over time.
We engage in numerous low-stakes negotiations daily, from coordinating meeting times to deciding what to have for dinner. Viewing more significant negotiations through this lens can alleviate stress and empower you to approach them with confidence.
The Nature of Negotiation
Good negotiation is a strategic blend of science, strategy, and creativity, requiring both logical analysis and the ability to influence people. While the professional environment can feel intimidating—often associated with high-stakes or confrontational scenarios—negotiation is fundamentally about communication. Mastering this skill can unlock greater opportunities and enhance effective communication in all areas of your life.
In the workplace, formal negotiations might cover securing a pay rise, delegating tasks, or resolving team conflicts. Outside of work, negotiations could involve persuading a toddler to take a bath or choosing a restaurant with friends. Yet, despite its prevalence, there remains a reluctance to engage in professional negotiation. Research shows that 55% of people don’t ask for a higher salary when offered a new position, even though employers are often willing to discuss it.
Key Characteristics of Good Negotiators
So, what makes a successful negotiator? According to Noa Sheer, negotiation expert and co-author of Effective Negotiation: From Research to Results, emotional intelligence plays a crucial role. Understanding the motivations of those involved and navigating the energy in the room can lead to better outcomes, especially in high-conflict situations.
Active listening is another essential trait for effective negotiators. Sheer emphasises that good negotiators articulate their positions clearly while remaining open to feedback and counter-arguments. Well-developed emotional intelligence allows them to address underlying concerns that may not be immediately obvious.
The Shift in Mindset
Many people perceive negotiation as an adversarial process. However, reframing it as a collaborative problem-solving exercise can change the experience dramatically. Negotiation should not feel like a battle where one side wins and the other loses; rather, it should be viewed as a pathway toward mutual benefit.
Instead of framing your request as a demand, consider how your proposal can serve the other party’s interests. As Sheer points out, “Rather than defending your position with hard evidence, you sell it as something that benefits them.” By presenting your request as a mutually beneficial opportunity, you can enhance the likelihood of a positive outcome.
Preparation Is Key
Effective negotiation requires planning. Consider what matters to your counterpart—what their priorities and long-term goals are—as this insight will shape how you present your case.
““Take the time to set the stage. Have conversations in advance with key stakeholders, share ideas, and gather feedback. This helps you understand their perspectives, which is crucial in shaping the discussion.””
What to Do When Things Go Off Course
Even with the best preparation, negotiations can veer off track. Noa Sheer highlights the importance of emotional intelligence and self-regulation, which can help you manage unexpected reactions during negotiations. If you feel that a conversation is heading in the wrong direction, don't hesitate to ask for a moment to pause and collect your thoughts.
Conclusion: Embrace the Art of Negotiation
Negotiation is an everyday skill that shapes our interactions. By adopting a collaborative mindset and focusing on mutual benefits, you can enhance your negotiation abilities and foster more effective relationships. Remember, negotiation isn't just about making demands—it's about creating solutions that work for everyone involved.
Are you ready to elevate your negotiation skills? Start practicing these strategies today, and watch how your professional and personal interactions transform for the better!