Manage This … Negotiating

We often equate negotiating with a labor versus union situation or negotiating the terms of an acquisition. However, we are continually negotiating at work. Examples include:

Getting more resources—people/ budget
Project deadlines
Hiring employees
Being promoted
Getting an interesting project
Delegating to someone over whom you have no formal authority
To increase your success in negotiation:

1. Increase your self-confidence in negotiation

Identify situations that might cause you anxiety or stress and develop strategies to deal with them
Role-play with a peer or coach to build self-confidence.
Set performance goals by evaluating all potential outcomes and ranking their priorities, identifying “giveaways”, and settling on targets as well as “reserves” (the minimum you would accept)
2. Understand the advantage of collaboration and “win/win”. Although it may seem obvious that this is an advantage, one study found that only 7% of the negotiators use these techniques.

Increase the flow of information between the parties—share information and listen closely.
Find out as much as possible about the other sides’ needs, interests and preferences—make sure you can articulate the WIIFT (what’s in it for them).
Talk about interests, rather than positions.
Important note: This collaborative approach only works well when both people use it. Ensure that the people with whom you are negotiating understand the advantages also.

To get one-on-one coaching or training and learn more specific ways to negotiate effectively, contact Kerrie Halmi at Halmi Performance Consulting: or 510-336-0654.

Manage this …work-life balance is a necessity for employees. More details right here in November.

Please pass this to others who would benefit from it.

If you want specific references for any of the material, please let me know.

About the Author: Kerrie Halmi is a coach and facilitator specializing in people management skills. Her passion is increasing women’s success in business.

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Negotiating as a tool for success…

October 2006: