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 third in a five-part series sharing essential steps to become a more successful negotiator in leasing as well as in life.
Step 3 – A – Assess
Assess what you know and don’t know. Test possible options using phrases like “what would you say if…” or “let’s imagine if…” and then let the other person talk. This step allows you to help them visualize your preferred solution.
Answering a question with a question is a technique we learned at age two and still use in the world of “grown-ups.” Why? How? When? This can drive them crazy too so don’t overuse this technique.
If you are faced with someone who answers your question with a question, consider taking a break if this technique is used too often. The coffee pot or a “breather break” has saved many a negotiator from blowing their stack and the negotiation as well.
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!