When I was a young lawyer at Union Pacific Railroad, the Assistant Vice President of Law told me that 85 per cent of my success would be based on how well I got along with others. Thirty years later, this advice has been proven right in all areas of my life, especially, in negotiations.
Successful negotiations are all about using soft skills to find the sweet spot where a favourable outcome can be reached for all sides. When people feel like they are being heard and valued, they are more likely to agree and cooperate in the process. Because negotiation is a discovery process for both sides, better interactions will lead all parties to what they want.
View negotiation as a process of discovery
The discovery process begins with this fact: we do not know what we want. We may think we know, but negotiations would not be successful until we get down to the ‘why’ of wanting something. This stage of curiosity will lay the foundation for the problem-solving required to reach a solution.
The ‘why’ is not easily found, and it will require you to develop the mentality of an investigative journalist. What motivations and needs do both parties have? You can only find out these answers by asking questions and skillfully listening to the answers. This negotiation strategy can create and promote a healthy climate of intellectual curiosity and openness throughout the negotiation process. However, it requires learning and using your soft skills.
Here are a few tips to help you hone the skills needed to conduct winning negotiations:
Ask the right questions and listen to the answers
This story is from the November 2021 edition of Indian Management.
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This story is from the November 2021 edition of Indian Management.
Start your 7-day Magzter GOLD free trial to access thousands of curated premium stories, and 9,000+ magazines and newspapers.
Already a subscriber? Sign In
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