Negotiation Strategy – Listen First When “In the Room”
by John W. Tinghitella
You can observe a lot by watching. ~ Yogi Berra
If Yogi were writing this he’d most likely say, “You can hear a lot by listening”. In negotiation, listening is a crucial but often overlooked step. And that’s a big mistake. I promote a negotiation methodology that is heavy on preparation, with a special eye for expanding the relationship. It’s about people working together and achieving great outcomes. Great negotiation is getting in that room with the other side and creating mutual success.
The best thing you can do once you’re “in the room” and the negotiation starts is…listen. That’s right, listen. Unfortunately most of us don’t listen well because we love to hear our own voice. Here’s why listening matters in a negotiation: you need to verify that your perspective is on target. Because issues and relationships are dynamic. They move and flex and change over time.
I believe in a sequential process for negotiation. First we prepare. Then practice. And then we “get in the room.” Once there, we start by listening because it’ll verify and confirm what we prepared for – or not. In business negotiations people are anxious to tell you what they need. If you ask what’s important to them, and then really, really listen… they’ll tell you everything you need to know. And knowing what they know is crucial to a successful negotiation.
Early on in my career a great mentor told me, “you have 2 ears and 1 mouth, so listen twice as much”. Great advice. Do it…you’ll amaze yourself what you can hear by listening.
About the Author: John W. Tinghitella Humble Confidence Inc. Website: www.HumbleConfidence.com; Negotiation Blog Site: www.TacticsFromtheTrenches.com Phone: (845) 313-7747. Our Negotiation Workshop is full of great stuff that makes sense. You’ll pump up your business negotiation skills and learn lifelong negotiation strategies for success.
Article Source: EzineArticles.com
