David A. Zimmer Practice Manager Corporate Learning & Training Veris Associates, Inc. Mention the word “Negotiation” and watch the reactions. Some shrink in fear, others start to salivate, some run for cover, and others sport a worn, plaid sports jacket. It is a word that means many things to many people. For the majority, it is a negative term. For those who “got one over,” images of fond memories come to mind. Why is that? Why can a word have so many meanings and evoke such variety of emotions? Know The Basics It boils down to the fact that most people are not taught the basics of negotiation, and yet each day, they negotiate some agreement. Granted, many agreements don’t have dire circumstances like a hostage crisis or millions of dollars saved by getting a lower price by just one penny. Most negotiations happen without people knowing they are negotiating. For example, ask someone for a pen to sign your name and you’ve just “negotiated.” Disagree about a particular method of work and come to a consensus of a better way is negotiation. Speaking with your manager about the priority of work creates a negotiation session. And so forth. As a project management specialist and managing many projects, I’ve had the opportunity to negotiate – some pleasant situations and some not so sweet. As project managers, typically we have responsibility for certain work being accomplished but no authority to make it happen. As a result, everything we do could be considered negotiation. Those who learn tips and techniques to gain the desired outcome do much better than those who bulldog their way through life. Ignorance in this case is costly. Negotiation: Art not War Let’s understand negotiation is not the art of war. Depending on the situation, we might need to strategize and map a course for our negotiation. Regardless of the circumstances, we must realize the art of negotiation is really the art of cooperation. While in the middle of it, it may not appear or feel like cooperation, but if neither side cooperates, no agreement will be struck. Cooperation from both sides is critical to successful negotiation. Negotiation Definition Negotiation is defined as: to deal or bargain with others to manage, transact, or conduct to move through, around, or over in a satisfactory manner. All the definitions bear on negotiations between people. Therefore, three tactics help you become a better negotiator and arrive at better agreements. Tactic 1: Know Your Opponent Many people approach negotiation in a defensive manner. They clinch their teeth, steel their gut, and prepare for war. They know what they want from the deal and never stop to consider the other side’s viewpoint. Good negotiators understand their opponent. Here are the areas to know: Background. What is their background – culture, economics, social status, educational level, company position, etc. Are they putting on a front or air that facts don’t support? What are their goals? How will they benefit from the deal? Needs. What does the opponent need from this agreement? What are the minimal requirements for them to feel satisfied? What desires would create a very satisfied opponent? Are they important to you? What is their motivation for the agreement? Win. What would they consider a “win?” Can you give it to them without compromising or jeopardizing your position? Why are they negotiating? Why now? Can they wait for a decision or do they have to gain consensus immediately? If immediately, what is pushing them to that point? Style. What is their style during negotiating? Are they laid back and unassuming or are they harsh, blusterous and forceful. Do they demand or are they willing to converse? Interesting fact here: Most people don’t prepare themselves for the negotiation. They think they know what a win looks like for them, but they don’t understand their opponent. What if you don’t have time to prepare or you can’t seem to answer some of the questions listed above? Simple. Ask! That’s ri