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home : opinion : opinion December 10, 2019

11/29/2019 12:01:00 AM
Getting To Yes

Marty Reep, Author
Speaker, Forward-Thinker

In almost every negotiation or transaction between two or more people, there is a way to get to “yes”.  One side or other – or both – may have to make concessions, but if the end goal in that moment is to finalize an agreement, then it’s worth it.

Depending on the severity of the situation, the concessions that people make during the negotiation can either be temporary or long-term.  How long they last or how strong they are will depend on the type of agreement that’s being worked out. 

If things are short-term focused, then what each party gives up or adds to the deal probably won’t need to be very big.  But, just because the thing isn’t big doesn’t mean that it’s not important.  A door key, for example, is pretty small, but it’s important since it has the potential to open a mansion, a fort, or a locked treasure.  The same thing goes for what you negotiate in a deal. 

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Whenever you’re in the middle of a negotiation, always keep the end goals in mind.  One end goal is the actual discussion that’s happening right then.  The other end goal is the expected outcome that will hopefully happen from whatever you negotiate. 

Secretly, everybody that’s involved in the discussion wants to get to yes.  They do.  The people sitting across from you during the meeting want what’s in their mind to become a reality.  They want what’s on their agenda to be agreed to.  Likewise, the same is true for you.  You want what’s on your mind and agenda to be agreed on and to be enacted.  And that’s the way it should be.  Otherwise, neither of you would need to meet. 

So then, how to get to yes?  Give and take.  Both parties have to give and take in order for a negotiation to work.  If it’s all give or all take, then somebody’s not going to be, and trouble will continue to brew…or your buyer will go elsewhere…or the potential employee will apply at somebody else’s business…etc. 

Your role in the negotiation will determine your perspective and the outcome you’re hoping for.  But, no matter what your role is, if you can identify with the other people at the table and empathize with their demands and wishes, then you will win, no matter what.

Why?  Because when you empathize with other people, you view the world from their eyes, their past, their feelings, and the mode of thought.  When you do that, you understand them better.  And when that happens, you’ll know exactly when to concede and when to play it tough. 

You have it in you to get to yes.  In a world that can easily say no, be different.  Be the person that helps others get to yes.  As you do it more and more, all sorts of wonderful things will happen. 

Have a great week!

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