Category Archives: Business Tip in 60 Seconds

How to Negotiate Effectively

Begin with the end in mind

Define the problem or opportunity accurately.
Set your objectives clearly in your own mind, including your minimum acceptable outcome, your anticipated outcome and your ideal outcome.
Define the win/win situation.

Begin with the end in mind

Based on Stephen Covey’s 2nd Habit of Highly effective People; visualise with your team what you want to happen at the end.
Define the action steps that need to be taken to achieve the end visualised.
Agree time lines to the actions that have been defined.

Broaden your network

It’s not what you know, it’s not who you know but who knows you! The best business opportunities come from referrals.
Join a local board, sporting club or committee to meet new people.
Develop meaningful working relationships with key players within your organisation/industry.

Be focused on outcomes not tasks

Start with the end in mind – what do you want to achieve at the end.
Focus on objectives (e.g. marketing plan sent to Managing Director), not on activities (e.g. discuss marketing strategies).
Ensure that each activity to be taken is a required step to achieve your outcome…”Will this action get me closer to my outcome?”

Be open minded

Think outside the box: don’t just look at the obvious and tried and tested options.
Don’t be afraid to challenge the status quo. Produce as many possible options without evaluating them.
Ask others for their ideas.

Be open in mind and body

Make the conscious effort to focus solely on the person speaking, block out any assumptions, background noise or other distractions .
Pay attention to speaker’s tone of voice, body language, words used, as these are also non verbal forms of communication.
Keep your posture open i.e. don’t cross your arms.

Be prepared and gather your thoughts before the conversation

Take time to understand the real reason you want to talk to the person.
If you want to blame, make them feel bad, stick it to them etc, then you may get your wish, but it will be a very difficult and uncomfortable conversation and you may make things worse. Therefore defer the conversation until you calm down.
Take the time to understand why these feelings /thoughts were evoked in you, so that you become more aware of yourself and you can share this clearly with the person when the time is right.
Decide on what you want the outcome the conversation to be – Big Hint your outcome should be a win/win.

Build your skills

Understand the skills needed for a manager and create a plan to develop these skills.
Volunteer/seek opportunities in the workplace or in a voluntary organisation that build your business and people development skills.
Hire a coach.

Be open

Identify at least one attribute you value in each of your team members, and let them know about it.
Show colleagues you value their input by asking their opinion.
Acknowledge people when they are in your presence – Good Morning; Good Afternoon; How are you today?’ How is your son doing? etc.

Be sure that you delegate to a person with the skills to complete the task

Be sure that the team member you delegate the task to is capable of doing the task.
Ensure the team member is willing to do the task.
Ensure the team member understands what they’re committing to.