Preparing to negotiate: Get your head in the game

Logical and well-planned steps to effective negotiation.

June 19, 2017 |

Photo: changeorder via flickr

Women often tell me that they are afraid of negotiation, that they either just do not know how to do it to get what they want or that they do not have confidence that they will be ready enough for any negotiation. 

Whether it is a salary negotiation, bidding on a job, or solving a problem on a job site, you can have an effective negotiation and get the results you seek following some logical and well-planned steps.  

The very first step is to start in your own head. The voices in our heads often dissuade us of our ability to successfully negotiate. Just say "no" to those voices! 

Negotiation does not need to be equated with conflict. In fact, starting with thinking about the issue as a problem to solve and that your negotiation partner is part of your process in reaching a solution will help reorient your view. Because women are natural collaborators, if we approach our negotiations as getting a deal done rather than getting a "win," we are more likely to enter the process with confidence. And confidence will get you halfway to your goal!

Your mindset—how you look at the world and your attitudes that influence how you interpret situations—plays a key role in how you negotiate. Often our mindset in a negotiation is that we are in opposition to our negotiation partner. In many situations, your negotiation partner may hold an opposing view or position. However, if you start with the mindset that your "opponent" is instead your "partner" in reaching your goal, your entire mindset and all of your resulting actions will change.  

Instead of, "I can't believe they won't give me a raise," think, "I can explain to you why a raise will be beneficial not only for me but also for the firm." You can see how your discussion will automatically change.  

In addition, when you enter into a discussion with this collaborative mindset , you tap into your natural tendency to find effective solutions and carry an inherent amount of self confidence that will make others want to agree with you.

In relationships, whether they are person or business relationships, no one really wants conflict. If your mindset is such that you are seeking a collaborative solution, others will naturally want to join you on this journey.

Now that your mindset is attuned, we will discuss in my negotiation blog some practical steps to prepare for your negotiation. If you have any comments or questions, please post them and start a dialogue.

 

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