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Negotiation is everywhere. It impacts your life in many ways. From the quality of the scrambled eggs you eat in the morning, to your marriage, peacefulness of your home country and work. Despite this, many people don't have the negotiation process nailed. Here are six essentials for smart and classy negotiation, that will give you (and the other party) a win-win result. 


1. Planning


Without preparation, even the most intuitive negotiators will fall short. Whether its planning great questions to ask, how to make and counter proposals, or how to handle a deadlock   planning and preparation sets people up to succeed. 


2. Persuasion and Dialogue


The art of persuasion can do enormous good within any negotiation scenario, and indeed any organisation. Done in the right way, persuasion pulls people together, moves ideas forward and galvanises strong solutions.


Open dialogue is how the negotiator can learn about the other party's concerns and opinions. Dialogue involves active listening and incorporating others' perspectives into a shared solution. 


3. The Credibility Quotient


Good negotiators are trusted to listen to others and work in their best interest. They have a strong emotional character and integrity.  Without credibility, a negotiator won't be given the time of day.  If there's a skills or credibility gap in the negotiation process, ask yourself, can you get others to fill that role during negotiations, or perhaps up-skill and fill this gap yourself? 


4. The Importance of a Story Along With Evidence


Once credibility has been established, another important aspect is evidence. Not just any evidence will do, dry statistics and figures rarely mean anything during negotiation.  Effective persuasion uses language and metaphor, stories and analogies to really bring your position to life. This leads to a compelling argument for your point of view.


5. Creating Compromise  


Compromise is the cornerstone of any negotiation.  At least one party needs to be willing to do this or else negotiations will fail. Two people unwilling to compromise, are like two obstinate bulls locking horns with dogmatic viewpoints. There's lots of talking and not enough listening that's never the end goal. 


There's nothing wrong with compromise, it comes from an assertive and confident place, and isn't at all the same as admitting defeat or weakness.  When a negotiator is seen as flexible and willing to make sacrifices themselves, then the other party doesn't get defensive and fear being manipulated.  A top negotiator will come to the table with judicious, win-win compromises already prepared. 


6. The Win Win End Goal


Both parties need to have something the other wants. If there are no mutual benefits that exist, then the negotiator needs to adjust their position and offer something else. Perhaps in a different currency, i.e. additional help or training, or a discount on another product or service, that will be of some benefit to the other party.


For more information about smart negotiation techniques, speak with Wentworth People today. Please visit