How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 32
A strategy for successful negotiations
Listen carefully to the arguments of the other party and
assess the logic of their reasoning
Clarify issues you are not clear about by asking how,
why, where, when and what questions.
List all the issues which are important to both sides and
identify the key issues. Identify any personal agendas.
Question generalizations and challenge assumptions.
Identify any areas of common ground.
Understand any outside forces that may be affecting
the problem.
Keep calm and use assertive rather than aggressive
behaviour. Use tact and diplomacy to diffuse tensions.
Remember :NO is a little word with big power!
Use both verbal and non-verbal persuasion skills. Use
open, encouraging body language such as mirroring, not
defensive or closed.
Know when to compromise. Offer concessions where
necessary,
but
minor
ones
at
first.
Distinguish between needs: important points on which
you
can't
compromise
and interests where you can concede ground.
Allow the other party to save face if necessary via small
concessions.
Make sure there is an agreed deadline for resolution
Decide on a course of action and come to an
agreement.
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