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 last in a five-part series sharing essential steps to become a more successful negotiator in leasing as well as in life.
Step 5 – D – Document
A deal is not finished until it is in writing. Accurate note taking throughout the process makes this phase easy and painless. Immediately after the discussions are finished and the handshake consummates the agreement, the meeting summaries or contracts need to be drafted. Once drafted, the contracts are distributed to all involved parties.
Before anyone leaves the room, assign responsibilities to the participants regarding who is going to perform which steps, when they will be completed, and when the documents will be signed.
Time should be allowed for clarification of contract details and misunderstandings.
You just laid the foundation for the next meeting, negotiation or transaction. If all parties were treated fairly and each leaves with some of what they need, you have a win-win relationship. You will live to do another deal.
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!