The old days of harsh negotiations are fading. The new trend leans toward compromise and softer techniques to get what you want. Here are four tips to soften your tactics while still getting results:
- Listen first. Don’t dive in with your arguments right away. Get a leg up by hearing the other side first, then tailor your points to create compromise. Be open-minded and creative with your responses.
- Be credible. No one likes a fibber; tell the truth. Be open and honest to achieve results. Don’t make false promises.
- Focus correctly. Go after the issue, not the other person. Don’t enter the discussions swinging, but rather focus on the issue.
- Be prepared. Learn all you can ahead of time to demonstrate authority. Knowledge brings confidence and allows for a smoother approach.
— Adapted from “7 Tips for Masterful Negotiating,” Christine Lagorio-Chafkin, www.inc.com.