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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Negotiate Like a P.R.O.
Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success. The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon. 1. Purpose Knowing why you are engaged in a negotiation may seem obvious in some situations (to buy a lamp, to stop a fight, etc.), but more complex negotiations generally have more complex purposes. Ask yourself: -Why am I negotiating? -What are the potential benefits? -What do I ultimately hope to achieve? 2. Result/Relationship Balance A "transaction" is high result/low relationship - we get what we want, and the other person is incidental to the exchange. Buying a used car is generally a "transaction". "Relationship-builders" are meetings, calls, and exchanges of value where developing the relationship between the two parties is far more important than the actual tangible "result" outcome. Early meetings in any project are usually "relationship-builders" - what gets done is far less important than connections being made. A true "Deal" is where there is a high emphasis on both getting what you want and enhancing your relationship for the future - this "win/win" thinking takes more time and effort, but is essential in any sort of long-term agreement. Successful political (and marital!) negotiations are always predicated on achieving this balance. Give yourself the following test: If you had 20 points to distribute between creating the Result you want and enhancing the Relationship, how would you do it? Example (Result/Relationship): 15/5 - Transaction 5/15 - Relationship builder 10/10 - Deal 3. Outcomes and Options When it comes to negotiation, having a clear outcome, goal, or target in mind has been shown to be one of the primary determinants in how things come out. Ask yourself the following questions: -What specifically do I want? -What specifically do I think they want? -What are some plausible options that will get us both what we want? Bonus Tip:If you're using this to prepare for an important negotiation, take some extra time to answer the questions AS IF you were the other person in the negotiation. You will be pleasantly surprised at the insights you gain from this process. Have fun, learn heaps, and the next time you negotiate, do it like a P.R.O.! Michael Neill is a licensed Master Trainer of NLP and has written over 450 articles on in the areas of business success, money, relationships, health, happiness, well-being, and spirituality. His weekly coaching column is reprinted in newspapers and magazines throughout the world, and can be found online at http://www.geniuscatalyst.com
MORE RESOURCES: I Negotiate up to $30,000 More in Every Job Using 'Door-in-the-Face' Business Insider Dak Prescott’s agents provide behind-the-scenes look at the negotiation process with the Cowboys Blogging The Boys Trump’s shadow looms as offshore wind price negotiation deadline missed CommonWealth Beacon Nebraska Department of Natural Resources official says Colorado landowners seem uninterested in canal negotiations Nebraska Public Media Teacher negotiations open with proposals for pay bump, changes for therapists, social workers Grand Forks Herald How Brock Purdy's Agent Could Complicate Negotiations with the 49ers Sports Illustrated Trump is 'always up for a good negotiation,' White House says, as April 2 'Liberation Day' tariffs loom Fox Business Trump's shadow looms as offshore wind price negotiation deadline missed The Register-Herald Lenawee County to negotiate restarting funding of Lenawee Now economic development agency lenconnect.com Sudan’s leaders must choose negotiation over endless war Sudan Tribune Paris set to host difficult negotiations on tackling commercial hacking tools The Record from Recorded Future News Five Key Moments: Hearing on Trade Negotiation Priorities House Ways and Means (.gov) Canada, U.S. Columbia River Treaty negotiations in jeopardy Cascade PBS News ZeniMax union "overwhelming" votes to authorise strike if Microsoft contract negotiations break down GamesIndustry.biz SMU Survey: Mills unlikely to budge on price, buyers say Steel Market Update 'Better Negotiation Position': Barbara Corcoran Says Do These 2 Things When Asking For a Raise at Work Entrepreneur Deciphering Cowboys’ Jerry Jones: Will swipe at agent impact Micah Parsons negotiations? Dallas News Tehran has rejected direct negotiations with the U.S. after Trump letter, Iranian president says CBS News IAM’s ‘Leading Lights’ report features female CIPOs top advice on licensing, negotiation, leadership IAM Media Micah Parsons' agent David Mulugheta talks strategy for players negotiating contracts Sports Illustrated NFL approves change to free agent negotiation window Yahoo Sports Chicago's CPS secures proposed contract deal, ending year-long teacher negotiation standoff Times of India Negotiation deadline looms for Anthem-MU Health Care selfemployed.com Donald Trump’s Overwhelming Force/Surrender Style of Negotiation and Governing Toda Peace Institute Los Angeles Rams: Aggressive Negotiation Could Drive Extension Price Through The Roof - LAFB Network Byrne and Serino Urge Comcast to Keep YES Network Live During Negotiations Putnam County (.gov) Update: First Student and Bus Drivers in Contract Negotiations Seattle Public Schools US FDA Staffing Uncertainty Could Impact Upcoming User Fee Negotiations insights.citeline.com Hartford HealthCare, UnitedHealthcare still negotiating; contract expires at midnight Hartford Business Journal Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center Negotiation drama unfolds as Micah Parsons holds all the leverage in Cowboys’ offseason saga with Jerry Jones unresponsive to agent's calls motociclismo.pt City manager negotiations begin, again Navasota Examiner | All you need to know about the Furlani-Paratici negotiations Milanreports.com Russian, Iranian deputy foreign ministers discuss negotiations on Tehran’s nuclear program The Times of Israel Negotiations with Portland Adult Education union headed for mediation The Portland Press Herald Bengals superstar Trey Hendrickson's public gripes spark trade speculation but backfire as Cincinnati digs in for negotiations MotorcycleSports What People Still Get Wrong About Negotiations Harvard Business Review Healthcare workers gather again after little negotiation progress SwiftCurrentOnline As tariff clock counts down, Trump is still up for 'a good negotiation' The Economic Times A message to the campus community on faculty negotiations, March 26, 2025 Illinois State University News Students Learn Art of Negotiation at NBLSA Competition University of Virginia School of Law Cowboys Headlines: Parsons turns negotiations over to the professionals, Diggs out Week 1 Cowboys Wire Free Agency Negotiation Period Begins Monday Tampa Bay Buccaneers How ‘Masculine Energy’ Can Hinder Your Negotiation Success Columbia Business School Gen Z is changing the game for salary negotiations. Here's who's winning. The Business Journals South Hamilton School board to meet Tuesday evening,April 1st for negotiation session. - kqradio.com Amid Trump letter: US, Iran in talks for potential negotiations www.israelhayom.com ZeniMax Union Is Ready To Go On Strike Vs. Microsoft After Two Years Of Contract Negotiations gameranx.com Ukraine war latest: Putin will have nothing to say at peace negotiations, Zelensky says The Kyiv Independent How Brandon Aiyuk Could Impact Brock Purdy's Negotiation with 49ers Sports Illustrated A message to the campus community on faculty negotiations, March 22, 2025 Illinois State University News |
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