Better Win Win Result

Achieving a Win/Win Outcome

The best outcome for almost all negotiations is win/win, when both parties walk away with a positive feeling about achieving their goals. But how do you accomplish this ideal situation?

There are four keys:
1. Avoid narrowing your negotiation down to one issue. When you focus on just one issue, there can be only one winner. A common example is arguing over the price of something. To avoid creating a win/lose outcome, you can bring other factors into the negotiation, such as delivery fees, timing, quality, supplemental goods and services, and so on.

2. Realize that the other party does not have the same needs and wants you do. If you think the other person’s goals are exactly the same as yours (for instance, a "good" price, which may mean different things for the two of you), you will have the attitude that the other party’s gain is your loss. With that attitude, it is virtually impossible to create a win/win outcome.

3. Don’t assume you know the other party’s needs. Negotiators often think they know what the other party wants. Salespeople may assume that buyers want to pay the lowest possible price for a product. But many buyers have other needs that may influence their decision to buy. By asking questions, a skilled salesperson may find, for example, that a buyer's biggest concern is not that she pays the lowest price, but that her boss perceives the purchase decision as a good one. This knowledge allows the salesperson more negotiating room.

4. Believe point number two in your heart. Most novice negotiators acknowledge that the other party probably does not have the same goals they do, but once the actual negotiation commences, this acknowledgement vanishes from their mind.

Negotiation Style

The Bully Style
An easily identifiable style is that of the bully. He is powerful, commands attention and has a high energy level. His modus operandi is to push for action, is usually loud, and is confrontational. He is totally insensitive to the feelings and needs of others, wanting to attain his own outcomes at all cost.The advantages of this style are that he commands attention for a key point, and that negotiation can be brought to a rapid close.
Unfortunately, this style of negotiator will miss subtle points in the negotiation which could adversely affect the outcome, and has an: it is my way or the highway attitude.
Nonverbal characteristics of this type are an exaggerated posture of leaning forward, excessive use of pointing, and very direct eye contact.
This style is very limited in its usefulness, and certainly does not encourage a win/win outcome.

The Manipulator
Although not lacking in empathy as much as the Bully, the Manipulator still has a disregard for the feelings of others. He has a low level of energy, largely keeping a low outer profile, speaking in a careless-type of voice, almost condescending.
His modus operandi is to manipulate the other party to expose their weaknesses and get them to concede to his desired outcomes. He plays a cat and mouse game and is sly.
The Manipulator quickly draws attention to real threats that could affect an agreement, and can surreptitiously provoke debate.
On a negative side, he may distort information or bend the truth while exploiting the weaknesses of the other party.
Nonverbal characteristics include, slouching or leaning back with hands behind his head, and using fleeting eye movements as he surveys the group, both his team and the opponents.

The Confident Style
This is your people-person. He gives equal attention to the relationship of those present as he does to the issue under investigation. He exudes high energy and is always looking for better ways to have all parties work collaboratively.
He usually finds it easy to focus on the key points, and likes to openly discuss possible options. His negotiating style is flexible and he adapts it to the situation as required.
He will work at achieving a win/win situation at best and a compromise at worst. His voice is pleasant.
Although he wins people over, he can appear aggressive, and because of his enthusiasm, he may fail to listen properly.
His nonverbal characteristics include an erect or only slightly forward leaning posture whether sitting or standing, lots of hand movements, and good eye contact.

Power Up Your Negotiation

Many negotiation gurus are so successful in their negotiations because of the key habits that they develop over a long period of time. I spent most of my week reading and researching into the key habits of great negotiators. Some of them have a few recurring key habits.

Your goal is to become a negotiation guru. Learn the habits from the great negotiators. Apply them into your life and see how the habits will work for you. Keep experimenting with them.
These are the 4 key habits that they have:

1. Prepare, Prepare, Prepare
You would not go ski-ing or sky diving without first preparing for it. Similarly, you should not enter a negotiation without having done enough preparation. Without spending adequate time on the preparation process, your negotiation success rate will drop dramatically.
Good negotiators spend a large amount of time preparing for their negotiation. They are not afraid to admit that they do not know everything . One way to prepare for their negotiation is to keep asking questions and finding out the interest of the other party.

2. Expect the best
"Expect the best. Prepare for the worst. Capitalize on what comes." - Zig Ziglar
All of us tend to make superficial and premature judgments about ourself and the other party. Wanting to protect ourselves, we focus exclusively on the failures. And all too often, our expectations come true . Since our expectations are coming true anyway, why not expect the best?
Engaging your negotiation with an expectation of the best will yield a much better result. This has been proven many time over by power negotiators. In other words, great negotiators' expectations had improved the performance of their negotiation. Where they had expected success, they found it .

3. Listen, Listen, Listen
"If A equals success, then the formula is A equals X plus Y and Z, with X being work, Y play, and Z keeping your mouth shut." - Albert Einstein
Listening is the only way to get information. It is found that all great negotiators are great listeners too. Active listening or reflective listening is a way to build mutual trust and understanding. It is an all-important skill as it enables us to receive the information accurately.

4. Never compromise on integrity
Integrity is the single most important quality that you can develop to enhance every single part of our life, including negotiation. Integrity is the essential quality of a successful and healthy relationship. Having integrity meant that the other party is able to be completely honest with you.
Your integrity is evidenced in your willingness to hold on to your own values. It is easy for us to make promises. Keeping to promises is the hard part. When you act with integrity in everything you do, you will find that the other party will trust you more. You slowly build a reputation for yourself. You will find that as people trust you more, the more you win in a negotiation (provided you don't break the trust).