Although one of the Presidential candidates explains his qualifications, by focusing on his negotiating skills, negotiations are, but one of the many skills, and assets, needed to be a strong and meaningful leader. While everything should be considered, and the best possible deal/ agreement should be sought, this must be done, in proportion to the overall focus and needs of one’s organization! Certain activities, especially those including contracts, agreements, pacts, etc, need quality, effective, negotiating skills and abilities. However, this is both an art and a science, because unless one proceeds in a win – win manner, the agreement rarely works effectively, over time! What is the POINT of any negotiations?
1. Priorities; positions; positive result: Begin the process by clearly identifying, and knowing your goals, needs, and priorities. What things are so – called, deal – busters, and which might be able to be somewhat modified? Do you clearly explain your positions, in an open manner, so you come closer to being on the same – page, with your negotiating adversary? The hoped – for result of the process, should be an overall positive one, which will address what your organization needs!
2. Organized; options; opportunities: Many enter into a discussion so ill – prepared, they take seemingly forever, to get to the crux of the matter! Begin by knowing what you seek, and have an organized game – plan, and/ or approach! Try to conceive of various options and contingencies, so you are well – positioned, and prepared, to take advantage of any potential opportunities. For example, if you are negotiating an event which includes foods, have an open discussion about what reduced the venues costs, and, thus, the savings might be passed on to you!
3. Integrity; intentions; ideas: In one’s zest to win, some take a short – cut with the truth/ facts. The best way to negotiate is by maintaining your absolute integrity, despite the temptations to exaggerate, etc! Are you clear on your intentions, because if you are not, how can you expect the other party, to clearly know what you want and seek? Will you present your ideas, so as to explain your priorities, and seek a meeting of the minds?
4. Needs: Break your wish – list, into wants and needs! Let the needs component, be the driver for the negotiating process!
5. Timely; mutual trust: Having personally negotiate thousands of contracts, agreements, etc, I strongly believe the quality of one’s negotiating, is exponentially enhanced, when there is a high degree of mutual trust and understanding! Don’t get hung – up on the past, but rather seek timely solutions, which will drive a win – win result!
If you hope to be a meaningful leader, you must understand the essence and POINT of negotiations and the negotiating process. Don’t look at this as an adversarial scenario, but rather seek a meeting of the minds, which results in win – win!