FROM the minute we get up in the morning until our heads hit the pillow at night, we’re negotiating.
Balancing our needs and wants with that of other people’s is harder than it looks, but get it right and you’re fast on the road to getting exactly what you want.
Petar Lackovick is a business coach, consultant and corporate speaker who has worked with more than 100 industries and claims that, above all else, skilful negotiation is the ticket to business and life success.
“Negotiating is basically communicating and successful people understand how to negotiate,” he told news.com.au.
“It all comes down to giving people information the way ‘they’ need to hear it, as opposed to how ‘you’ want to hear it.”
Mastering this skill requires close attention to human behaviour and Mr Lackovick said most people can be divided into “thinking types” and “relationship types”.
“Thinking types are more analytical and they like communication that is organised and straight to the point. Relationship types are more creative, they don’t need so much structure and they make decisions based on how they feel,” he said.
Once you’ve nailed that key difference, Mr Lackovick said you also need to tick off these three steps.
1. Understand that all your interactions are about negotiation. We can choose to live life going through the motions, or we can choose to make all our interactions a negotiation. When we keep all our filters open it helps us get what we want, when we want it.
2. It’s not about winning. A negotiation is about communication, it’s not a battle ground. The key is to work at getting the most out of the exchange for both parties. Always start with the ‘why’ in your scenario, as opposed to the ‘want’. Wanting something makes us more emotional and less likely to be reasonable.
3. Don’t make assumptions because assumptions lead to mistakes. We often assume that people are thinking negatively about us and our work, but if we dig a bit deeper we can get more information and clarification. Basically, you need to make sure you spend as much time as possible diagnosing the scenario before you jump in with your idea or negotiation.
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