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Effective Negotiation Skills

Is a matter of fact that job descriptions often list negotiation skills as a desirable asset for job candidates, but the ability to negotiate requires a collection of interpersonal and communication skills used together to bring a desired result. The circumstances of negotiation occur when two parties or groups of individuals disagree on the solution for a problem or the goal for a project or contract. A successful negotiation requires the two parties to come together and hammer out an agreement that is acceptable to both.

All we know, some people are good at negotiating in their own interest, and some people are not. One of your main jobs in life, one that will lead to increasing levels of self-confidence, is to become more effective in influencing others by learning great negotiation skills and choosing good questions to ask.

In the many studies that have been done on effective negotiators, we find that they all have basically the same qualities and characteristics.


The GOOD news is that negotiation skills are learnable: top negotiators are not hard bargains and tough-minded personalities. They are not aggressive and pushy and demanding. They do not coerce their negotiating partners into unsatisfactory agreements.

I am sure you have noted that best negotiators are invariably pleasant people. They are warm, friendly and low-keyed. They are likeable and agreeable. They are the kind of people that you feel comfortable agreeing with. You have an almost automatic tendency to trust someone with great negotiation skills and to feel that what they are asking for is in the best interests of both parties.

Skilled negotiators are usually quite concerned about finding a solution or an arrangement that is satisfactory to both parties. They look for what are called “win-win” situations, where both parties are happy with the results of the negotiation.

In negotiating of any kind of contract, whether buying or selling anything, there are some basic negotiating skills that you need to learn in order to get the best deal for yourself and to feel happy about the results.

Here you have some good advices to prepare yourself for a good win-win negotiation, I used some example related with HR matters but surely you can use it also in other business environment.

1)     Problem Analysis

Effective negotiators must have the skills to analyse a problem to determine the interests of each party in the negotiation. A detailed problem analysis identifies the issue, the interested parties and the outcome goals. For example, in an employer and employee contract negotiation, the problem or area where the parties disagree may be in salary or benefits. Identifying the issues for both sides can help to find a compromise for all parties.


2)     Active Listening

Negotiators have the skills to listen actively to the other party during the debate. Active listening involves the ability to read body language as well as verbal communication. It is important to listen to the other party to find areas for compromise during the meeting. Instead of spending the bulk of the time in negotiation expounding the virtues of his viewpoint, the skilled negotiator will spend more time listening to the other party.

3)     Emotional Control

It is vital that a negotiator have the ability to keep his emotions in check during the negotiation. While a negotiation on contentious issues can be frustrating, allowing emotions to take control during the meeting can lead to unfavourable results. For example, a manager frustrated with the lack of progress during a salary negotiation may concede more than is acceptable to the organization in an attempt to end the frustration. On the other hand, employees negotiating a pay raise may become too emotionally involved to accept a compromise with management and take an all or nothing approach, which breaks down the communication between the two parties.


4)     Collaboration and Teamwork

Negotiation is not necessarily a one side against another arrangement. Effective negotiators must have the skills to work together as a team and foster a collaborative atmosphere during negotiations. Those involved in a negotiation on both sides of the issue must work together to reach an agreeable solution.


5)     Decision Making Ability

Leaders with negotiation skills have the ability to act decisively during a negotiation. It may be necessary during a bargaining arrangement to agree to a compromise quickly to end a stalemate.

6)     Problem Solving

Individuals with negotiation skills have the ability to seek a variety of solutions to problems. Instead of focusing on his ultimate goal for the negotiation, the individual with skills can focus on solving the problem, which may be a breakdown in communication, to benefit both sides of the issue.


And…. last but not least

7)     Ethics and Reliability

Ethical standards and reliability in an effective negotiator promote a trusting environment for negotiations. Both sides in a negotiation must trust that the other party will follow through on promises and agreements. A negotiator must have the skills to execute on his promises after bargaining ends. It is very important because in the end, the negotiation is made by two (or more) people, and if we are not able to create a trust apart of business deal, the risk is to have no more chance to create a long term business relationship.