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)
As no two negotiations are the same, there is no one cookie-cutter approach to all negotiations. Your strategic skills, your ability to be present and adaptable, and your willingness to experiment and take calculated risks, allow you to navigate the uncharted territory you will encounter in any negotiation.
Experimentation is the path to discovery and innovation. Be willing to experiment in different circumstances, to try different tactics and approaches, to adjust and adapt your approach in each negotiation. This is how you learn new things, developing and refining a more complete skill-set.
Without experimentation, you will tend do the same thing over and over; and sometimes it will work and sometimes not. You will tend to become rigid, fixed and two-dimensional. A willingness to experiment turns work into creative play. And it develops courage, adaptability, skill and confidence.
It’s good to keep a journal of your various negotiations, noting and analysing your performance and how things went. If you tried anything different, what was the result? Where applicable, write down any experimental changes in strategy, tactics, and skills. Rate the success of the changed approach. If you don’t want to keep a notebook, at least review these things mentally after each negotiation. Debriefing in this way after each negotiation will accelerate your learning curve and skill development as a negotiator.
Whether you’re struggling with a learning curve or experiencing consistent success, experimenting will help you to keep learning and growing, tweaking and refining your style and strategies, and mastering the art of negotiation.