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 few months, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
There is an implied vision at the heart of every negotiation – an ideal agreement, purchase, solution etc – that is the goal of the negotiation. The job of a great negotiator is to communicate this vision with enthusiasm and clarity and to bring it to life as an inspiring possibility. A great negotiator communicates an attractive or compelling vision that motivates others to participate and invest themselves in its fulfilment.
Most people want to be inspired and guided in the “right” direction. They want to find someone they trust who can help them overcome their own indecision and concerns and move toward a better future. They want to overcome the obstacles in their path that trap them in unsatisfactory lives.
The ideal vision is an inspiring “possibility picture” of the future that is realistic, attainable, and beneficial to everyone involved, that unites two or more parties in a common bond, and motivates them to positive, cooperative action. It may offer a solution to a problem or show a way to progress toward a meaningful goal. At the very least, it grants personal fulfillment while bringing something positive into the world.
Vision is what great negotiators bring into or discover in the process of a negotiation. But vision is only a start. Great negotiators devise strategies with action plans and tactics to turn their visions into realities. Their vision is a creative spark, an ability to see possibilities where others do not, and a gift for creating a path from “here to there.”