The Art of Negotiation

Negotiation is the discussion and arrangement of terms in order to reach a resolution both sides are happy with. We negotiate how much we should pay for the roof over our head, the best title for an article we wrote, if Kanye West is the greatest hip-hop artist of all time, and we even negotiate which brand of coffee to buy. It is inevitable that negotiation takes a presence in our daily lives.

The purpose of negotiating is not simply to win an argument though. Negotiating is to satisfy your needs, while possibly sacrificing other factors to have that need met.

 It is easily forgotten when discussing an issue with someone opposing your concern that the person against you may not be actually against what you believe. This is because we tend to focus on the sole argument at hand. Step away from the issue, realizing in the heat of an argument, you are speaking with another human being. Ask the person what interests him or her; poke around to see if there is something you can place on the table to appease the opposing side. Also, be aware the person against you may be against you due to a previous insult. Always treat people as with politeness and charm as to never burn a bridge that provides easy travels.

For example, you request a raise at work of $2,000, knowing the company is only allowed to allocate annual raises of $1,000. Your boss tells you if the policy wasn’t in place, you would receive the raise as it is well deserved. You respond with options how to receive the raise, offering to take the $1,000 allotted for the year and the other $1,000 as a bonus not to be associated with an annual raise. Whether the outcome of this discussion was successful or not, the point is there are ways to work around a problem.

Another key attribute in negotiation is to only discuss objective data. Emotions get stirred when a person believes they are being attacked. Using objective data leaves no room for someone to feel attacked.

For example, you call a roofing contractor to your home for an annual inspection and the contractor tells you to get only parts of your roof repaired instead of the entire roof. The contractor quotes the repairs at $10,000. You find this to be an issue because you want the entire roof redone, as it is passed due and you want ensured protection of your home and family. Use objective information to define your point by inquiring the rates of other contractors for roof repairs in your area, as well as the sole purpose to fulfill a complete roof replacement as originally requested.

A final factor in the negotiation process that can make all the difference is acknowledging what the other side wants from you. Verbalize the exact result you are looking to gain from the negotiation, as your opponent may be completely unaware of your intent or needs. Your adversary may be uninformed regarding the importance in having a stable roof, thinking the problem is the pricing. Talk about what you want out of the negotiation; verbalize your needs so the other is educated on the subject at hand. This way, your opponent has the opportunity to change his or her attitude towards the discussion, or factors involved, possibly lending further options for a resolution to make both sides happy.

The subject of topic up for negotiation is irrelevant. How you treat people (as humans), with objective information, and see what the other side wants is what matters most. Negotiation is a tactical skill that takes time and practice to master, but once you do, getting to where you are heading becomes easier as more routes become available.