business skills part iv: negotiation
TRANSCRIPT
NegotiationBusiness Skills Part V:
Emre UmarCorrectional Medical Care
Negotiation?“Bargaining (give and take) process between two or more parties (each with its own aims, needs, and
viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual
concern or resolve a conflict.”
Negotiation is something that we’re taught fairly shortly after we
come into existence, and something we attempt to master as
early on as three or four years old when we bring forward a plan
to our parents regarding the negotiation of a new bedtime.
Negotiation in a business sense, however, should be a little bit
more drawn out, more planned, and more prepared than asking
to bump your bedtime back an hour, or trying to convince your
dad that you can indeed care for a puppy adequately.
[negosheayeshun] Noun
(The Business Dictionary)
What Is
Negotiation?
How did your first attempt at negotiation go? When you asked “Mom, I
think I should go to bed at 10:30 instead of 9:30 because I want to,” did
you get your way? Chances are, you didn’t.
You’ll find yourself in negotiation scenarios before you even land your first
corporate job–the salary negotiation.
Entering salary discussions unprepared will almost guarantee that you get
shafted when it comes to getting what you deserve. The only bigger
mistake than not preparing before you negotiate is declining to negotiate
at all.
Why Engage In
“Let us never negotiate out of fear. But let us neverfear to negotiate. John F. Kennedy
Negotiation:Do your homework! Research what a normal salary is if that’swhat you’re negotiating. If you’re negotiating something more
strictly businessrelated, do research on the companies involved
and the people you’ll be speaking with. Coming prepared is the
most important step in coming out on top of a negotiation.
Smaller and more subtle adjustments to your body language and
style can and should also be made when at all possible.
You want to maintain strong eye contact and handle yourself with
a sense of composure. You’ll also want to do your best to come
across as confident, even though you may be terrified on the
inside.
Effective
Negotiation:Approaching negotiations as something that is competitiveand fun makes them go more smoothly and ensures you’ll come
out on top more often than not.
A final key aspect of negotiating is the use of silence–or rather,
the selective use of silence.
When offers are on the table, it’s often true that the first one to
speak is the one who loses–once you’ve presented your brief
case, pause and remain silent. Let the other person make the
first move at this point.
Yes it can be an awkward game of “the first to talk loses,” but
you’ll find it often beneficial when it comes to negotiation.
Effective
Business Skills Series: This is the fifth in Emre Umar's
series of valuable business
skills.
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