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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