Having a Negotiation Position (Free)

Lesson 1: Having a Negotiation Position

Everyone negotiates something every day. Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side (customer or prospect) have some interests that are shared and others that may not be. The very best negotiators seek a mutually beneficial outcome, thus avoiding taking an unyielding position. They are able to divorce themselves emotionallyfrom the process and focus on what both sides can accomplish together.

Successful negotiations have two parties who understand win-win outcomes and approach the negotiations from an abundance mentality versus a scarcity mentality. That is, both parties see an abundance of opportunity as opposed to a scarcity of opportunity before them. With this in mind, they are both willing to approach the table with an earnest desire to satisfy everyone’s needs as best as possible and do not see the solution as scrambling and competing for precious little. So, a successful negotiation begins with an attitude and understanding that both parties must win.