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)
Our spirit of cooperation tends to elicit the same spirit of cooperation from the other party. Imagine starting a negotiation by saying, in one way or another, “What can I do for you so that we can both get what we want?” Does that seem far-fetched?
When you ask someone “What can I do for you?”, you elicit a corresponding echo; something within them responds in kind. They will feel like they want to do something for you. It is the same way that a smile instinctively elicits a smile, even between strangers.
If you enter a negotiation in this spirit of cooperation, and genuinely do your best to work things out for them and you, you will likely get the same cooperation. This is how win/win negotiations happen.
Establishing a spirit of mutual cooperation turns potential adversaries into allies. It helps both parties resolve one another’s real or imagined worries, insecurities, and fears relative to the outcome of the negotiation. And this is key to establishing personal bonds of mutual trust and respect that can lead to fruitful, long-term business relations.