LESSONS IN LEADERSHIP
LESSONS IN LEADERSHIP
Leading a Negotiation
By Steve Adubato, PhD
Freelance Contributor
Everyone negotiates. However, too often, we negotiate without a clear communication game plan or strategy. We don’ t practice or consider the techniques and tools necessary to be effective in the negotiation game. With this in mind, consider some tips and tools before you attempt to lead a negotiation:
◾ Do your research. Prepare by doing a deep dive into the relevant details of the negotiation, so you that you understand your counterpart’ s needs. Preparation also involves defining goals and priorities. Ask yourself what you want to achieve and what is non-negotiable.
◾ Practice. Sit down with a colleague or friend to work through what the negotiation may look like. Have the other person challenge you with some anticipated questions or objections so you can practice your prepared responses while managing your emotions.
◾ Think relationships, not transactions. In a negotiation, we often get caught up in the moment and lose sight of the bigger picture. Effective negotiators are constantly working at building good relationships by adding value to the other party.
◾ Focus on the“ why”. Prepare three open-ended questions that start with“ why”. If you know you are not going to be able to give the other party exactly what they want( which is the norm), ask them WHY it is so important to them. And then LISTEN to the answer.
◾ Communicate clearly, concisely, and respectfully. Be intentional with your words. Never allow a negotiation to get so personal that the other party frustrates you until you lose your cool. No matter what happens in a negotiation, remain calm at all times. Present your points concisely and assertively without being aggressive. To truly build trust with others, we must maintain our composure while empathizing and remaining open-minded to other points of view.
Steve Adubato, PhD, is the author of five books including,“ Lessons in Leadership.” His sixth book,“ Lessons in Leadership 2.0: The Tough Stuff,” will be released in summer 2023. He is an Emmy ® Award-winning anchor with programs airing on Thirteen / WNET( PBS) and NJ PBS. He has also appeared on CNN, NPR and NBC’ s Today Show. Steve Adubato ' s“ Lessons in Leadership” video podcast with co-host Mary Gamba airs Sundays at 10:00 a. m. on News 12 +. For more information visit www. Stand-Deliver. com
Photo: Getty Images / iStockphoto / Jacob Wackerhausen