Her Rule Would Always Last by Seth Chambers

It’s harder to find win-wins when only working a deal. Working a deal is temporary, it’s that transaction and nothing else. It is much better to work on a relationship than to work a deal. However, if you are building a relationship then they should know that by coming out short today their will be another benefit tomorrow. Sometimes someone might feel like they got the short end of the stick, and that maybe true. Q What suggestions do you have for finding a win-win solution? Is a win-win solution always possible?Ī A Win-Win should always be possible, but that doesn’t always mean 50/50. Once these happen then its about finding the common ground where the solution is acceptable to both parties. After that I try to build trust and establish a relationship. I listened to what it is that they want, which I compare and contrast to what I know they can afford/ are capable of performing and I told them what my non-negotiables were. I know a little bit about the person/company. I have an objective and I know I’ve done my homework. Q How do you keep emotions out of a negotiation?Ī For me it’s really simple, I just stick to the facts. Once I find those hot buttons I then work to figure out a Win-Win scenario. During negotiations I will do more listening than talking because the more you listen the more they will usually tell you what those hot buttons are and how to push them. I try to find out as soon as possible what are their hot buttons. How do you learn about the true needs, desires, fears, preferences, and priorities of an individual/organization?Ī Understand what your non-negotiables are and then make sure those are clearly understood.

Q Understanding what the other person/organization needs when entering into negotiations is critical.

These days I really use my LinkedIn network to find someone who knows that person and try to find what common ground we have. Q What types of “homework” do you complete prior to entering a negotiation?Ī I search the internet for information about the person or the organization whom I’ll be doing the negotiations with. Recently I had a Q&A session on negotiating and I thought I would share.

Her Rule Would Always Last by Seth Chambers