Chapter News

Many people think Negotiation is winning at the cost of someone else. Known as the zero-sum game or getting everything you want. So best to start coaching by making sure you have a shared understanding. To do this, ask three questions: 

1. What is your negotiating goal?
2. What is your definition of negation?
3. Can you run through an example or situation?

With this information, as the coach, you will understand: 

• if they need to get a better deal from a vendor, or
• ask their boss for a raise, or
• agree to their next vacation with their spouse, or
• something else 

 To get started, you need a couple of things: 

1. An understanding that you are entering a negotiation (versus a workshop to co-build content or a team discussion)
2. Knowledge of which of your skills are needed to begin. Not sure what skills you need? Take the skills test available here.

Why are Soft Skills important to Negotiation? I call soft skills your personal 'superpower' because leveraging these strengths helps you succeed. 

Next, make a Negotiation Game Plan:  

1. Evaluate

• Do you need to negotiate?
• What is your goal? 
• Do you have a plan A and B? 
• What will you give in return?

2. Prepare

• Have you read the related documents?
• Do you have data to prove your points?
• Do you have your key ask and give options?

3. Plan

• Do you know when, who, and how you will meet?
• Is there an agenda?
• Have you already had a pre-meeting to understand the other side's issues?

4. Perform

• Start with introductions, and identify the negotiator for each party.
• Summarize the issue before getting detailed.
• Always listen first - repeat or summarize to confirm your understanding.

5. Follow-up to completion

• Document agreements, open points, and next steps.
• Tracked agreed-on terms, if needed.
• On completing the process, assess yourself and the process to be even better next time. 

For more information, see the 1 minute summary of our September meeting here on our YouTube channel. Or get the free downloadable and more tips here.