Successful negotiators are prepared negotiators. Most of us are not born as great negotiators. We learn at an early age how to get what we want. By age two, a toddler knows how mommy and daddy tick and what it takes to get a cookie.
As we grow the stakes get bigger. We need to refine our old motto “I want what I want.” What we are really saying is “I want to be HEARD. Please listen to me. Respect my opinions.”
Five tips for a successful negotiation are contained in the acronym H.E.A.R.D.
This article is the second in a five-part series sharing essential steps to become a more successful negotiator in leasing as well as in life.
Step 2 – E – Engage
In the initial meeting, engage the opponent and assess what you know and need to know. What works best?
- Open ended questions are tools to get the other team talking. New information is gathered and other information is confirmed.
- Establish rapport and trust using what you know about the negotiator from your homework steps.
- Use active listening skills by showing interest in their position.
- Take notes. This shows you value what they say. Notes help recall what was said and who said it.
- Reading body language is a tool of a skilled negotiator. Those who master reading body language gain a look into the other person’s thoughts and feelings.
- Do not interrupt them. Allow them to talk freely.
Mary Redmond is a top-rated female professional speaker, author, consultant and business coach. She is a negotiation and body language expert that instills confidence, inspiration and expert knowledge that sets up her audiences for success!