Want to be a Successful Negotiator?

Kekich Credo #10 - Learn the other side’s needs, offer as little information as possible, never underestimate your opposition, and never show weakness when negotiating.

What thoughts come to mind when you read this statement?  Here is what I wrote down.

1. 1. Learn the other side’s needs.  If we want to find out what someone needs, we have to listen and not talk.  There is a reason why God gave us two ears and only one mouth!

   2. Listen.  If you listen to someone who is talking, you give your attention to them.  A good listener does not talk when others are speaking.  

   3. A good listener lets others know you are listening through facial expressions and verbal sounds like Mmm-hmm or ahha. This works even on a phone call.  When you smile or nod while talking on the phone the person on the call can tell your body language in your voice.  

   4. A good listener is able to repeat what someone has said practically word-for-word.  A good listener on a phone call will often summarize what the person just said or say something like, ‘Just to be sure I heard you correctly, you said XYZ.  Is that correct?”

   5. Offer as little information as possible.  You want to find out what the other person needs.  Let them identify their need or problem and find out what they think the solution to their problem might be. If you can offer a solution to their problem, then tell them you can help them but again don’t give too much information. Wait for them to ask or ask them if they would like to know how you could help them find the solution to their problem.

   6. Never underestimate your opposition. When you underestimate someone you may be burned by your misjudgment. If you underestimate someone you may not realize what they are capable of doing. There is nothing wrong with having confidence in yourself but when that confidence turns into arrogance, that’s when problems arise. 

   7. When someone underestimates you, they are giving you an opportunity. They don’t know what you are capable of and they don’t know how far you will go to get what you want. The element of surprise that you are able to deliver makes people pay attention. 

• Never show weakness when negotiating. Successful negotiators are good listeners.  They do not interrupt others and they do not think about what to say next when listening to the other person. They listen to understand. It is important that you enter negotiations knowing what you want out of an agreement.  So identify your goals and how much you are willing to compromise. Approaching negotiations with a positive attitude and high expectations, helps you to have a positive outcome.

Are you a good listener?  Are you prepared when you begin to negotiate?  This Tenth Kekich statement has given me lots to think about. 

# living life abundantly       # published author