Three Methods for Better Negotiations

Professional negotiation is a necessary skill for workers in all industries. From getting a better salary to landing a major client, you must be able to come to a mutually beneficial solution. By taking the time to develop better negotiation skills, you can increase your chances of career success.

Focus on the Other Party

By its nature, a negotiation involves more than one party. If you go into a session focused only on your own needs and wants, it will be difficult to come to a mutually agreeable solution. For a better negotiation session, start out by focusing on the other party's requirements. Find out what they need to be able to walk away happy. Though it sounds simple in theory, finding information can be difficult in practice; during tense professional negotiation, the other party may be reticent to reveal too much. Start out by asking questions and making conversation to see what you can find. Then, though it goes against traditional wisdom, make the first offer. The other party's response can reveal valuable information about their priorities and requirements. Once you understand what is important to your negotiating partner, use it to form better arguments and compromises.

Understand Your Limits

One of the easiest ways to kill a negotiation is to go in without knowing your boundaries. Before you enter the room, you should have a firm understanding of your top priorities, the things you're willing to give up, and the point at which you will walk away. Talk to your boss and conduct research in advance to determine each point. This simple framework enables you to gauge the success of the discussion, making for a better negotiation session. If the other party will not budge above your walk-away point, for example, you can avoid wasting time. A successful resolution will include your must-haves and some of your optional items.

Information-Based Negotiations

During a tough negotiation — particularly one that involves personal topics like salary or promotions — it can be difficult to avoid getting too personal. During these talks, it can be helpful to remove emotions from the equation and use a more objective approach. Use proven facts and statistics to frame your argument and create a better negotiation session; some examples include comparable industry salary data, quantifiable accomplishments and performance metrics. According to the Harvard Law School Program on Negotiation, objective information can make for a better negotiation session. This is a particularly effective strategy for women, who are often penalized or judged more harshly than men for asserting themselves or displaying emotion at the bargaining table.

Negotiations are not easy for many professionals, but experience and preparation can help you improve your success rate. By taking the time to learn from each discussion and research new techniques, you can develop better negotiation abilities that will be beneficial throughout your career.

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