Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
The old saying that “attitude is everything” applies to the art of negotiation. Genuinely positive attitudes not only give the impression of power and confidence, they are expressions of power and confidence that make a huge difference in a negotiation. Needless to say, negative, pessimistic, uncooperative, or unhappy attitudes give an impression of weakness and incompetence, and can seriously damage a negotiation.
Your attitude in a negotiation must serve the objectives you hope to achieve, or else it may derail them. Your objective in a negotiation is concerned primarily with improving your interests and, secondarily, with improving the interests of the other party – or, at the very least, ensuring your interests are not diminished.
An ideal attitude is courteous and respectful, firm yet fair-minded, from the beginning to the end of the negotiation. Your attitude is not what you do or say, but rather how you do it and say it. A genuinely positive, optimistic, can-do attitude is a persuasive force in any negotiation. An attitude of cooperation, understanding, empathy, and compassion develops a bond of trust and goodwill with the other party that allows a negotiation to proceed on friendly terms. An attitude of firm resolve, unwavering commitment, initiative, and fair-mindedness gives an impression of leadership and authority that inspires confidence and cooperation in the other party.
Your attitude in a negotiation derives from your basic integrity, maturity, or lack thereof; from your basic character, or lack thereof; from your basic confidence and power, or lack thereof; and from your degree of negotiation skill and experience.
You cannot consistently control all the aspects of a negotiation. But you can consistently control your attitude. Your attitude speaks louder than your words. It is your essential communication behind your words. It establishes the basis of your relationship with the other party. And it sets the tone and influences the outcome of every negotiation.