Negotiation forms an integral part of our daily relationships, whether it be getting a major supplier to agree on terms and conditions, an investor to provide the funding you need, securing the best price on a new car or getting your kids to go to bed at a reasonable hour!
Whilst it’s a skill that comes naturally to some, it can be a taxing and anxiety-filled process for many of us, particularly where the stakes are high. The best negotiators come prepared, are clear communicators and can control their emotions.
- How to prepare for & control the negotiation before it begins
- How best to communicate
- How to control your emotions including anxiety, anger, sadness and disappointment
- Strategies for negotiating where the relationship is long term versus short term
- Strategies for negotiating in group situations
Fabian Courtaux – The Trustred Negotiator
Moderated by Bec Kempster - Chair of the Churchill Club
- In any negotiation you're ultimately selling yourself & your values
- Ask yourself is this outcome really good for your business, or just good for you?
- Re-orientate yourself to the outcome you want so you’re not as passionate and can cultivate a sense of detachment during the negotiation
- Know who the decision maker is for the other party prior to the negotiation taking place
- In establishing the negotiation process, you should address Boundary, Authority, Role and Task
- In considering your negotiation team, look for a mix of psychological traits and assign a note taker and someone to monitor process.
- Lawyers are a necessary part of the process, at the very least for drafting the final agreement
- Beware of giving up your authority in a negotiation and deferring to power
- Recognise that conflict is inevitable and not necessarily bad. It can be energising and strengthen relationships if managed in a functional way.
- Never end a negotiation saying “I won!”