We all have personal characteristics. Some come to us naturally, others don’t. Some make us great negotiators, others hinder our abilities.
Syed and Manisha Believe :
Negotiating is an ancient craft, a delicate mix of art and science, style and substance. It prizes intuition as highly as intellect, good sense as much as hard numbers. It requires emotional detachment and a high aspiration level. It can be a game of power, real as well as imagined. Some people play the game masterfully while others only dimly understand it
Team SM Fully believes in :
Successful/Effective negotiators play the win/win game “masterfully”. They have the necessary knowledge, experience and skills to navigate the negotiation process with all of its rules, rituals, strategies and tactics in a way that achieves mutually acceptable results.
And that’s not all…
Strategies and Tactics Aren’t Enough
You need important personal characteristics (key attributes and traits) that you either come by naturally or that you learn through the “school of hard knocks”.
OUR 10 POINTS RULE FOR YOU AS A CLIENT TO NEGOTIATE FOR YOU ON YOUR BEHALF :
1. Leave little to chance.
Win/Win negotiators know this: everything that can go wrong just might. Negotiation is a dynamic process with numerous moving parts, all of which are negotiable. They expect the unexpected and prepare accordingly:
Who am I negotiating with?
Why are we negotiating?
Where is the best place for the negotiation to take place?
What is the timeframe for the negotiation?
How will I manage the negotiation?
What are the key issues and outside influencing factors? Do I understand them?
What is my settlement range – Opening offer or counter offer?
What are the independent standards (i.e. price comparables, appraisals, surveys or other professional opinions) to support my opening offer or counter offer?
Do I have a prioritized list of potential concessions and trade-offs?
How do I make this a win/win negotiation?
How do I deal with a win/lose counterpart?
How do I break a potential deadlock?
We Truly Believe Buying or Selling Your Home is the biggest transaction any of us makes A good negotiating Team LIKE THE STAR TEAM SM APPLYING all these tools will help you personally IN MAKING an appropriate decision ……
There’s so much more, but this gives you a good idea of the planning involved in a successful negotiation. Win/Win negotiators know this kind of serious preparation does not guarantee a winning negotiation
2. Be patient, persistent and creative. TEAM SM BELIEVES :
During a negotiation, patience means not being rushed into a decision because the other party is looking for a resolution.
3. Listen, listen and then listen some more. TEAM SM SHOWCASES A MODEL OF BUSINESS UNIQUE TO YOUR NEEDS :
The most successful/effective negotiators spend far more time listening and asking questions than they do talking. Gathering information and then thoroughly understanding that information takes precedence over sharing information. Once you fully comprehend your counterpart’s frame of reference, it’s easier to know what to share and how to share it in order to build trust and move the negotiation forward …..
4. Show empathy. TOP MODEL FOR TEAM SM WE SPEAK THIS LANGUAGE FOR OUR CLIENTS :
What is empathy? It’s an attempt to understand, be aware of and sensitive to the feelings, thoughts, experiences, frame of reference, interests (needs/priorities) and positions of your counterpart. Successful/Effective negotiators understand that in order to manage conflicting points of view and achieve a win/win result, you must provide your counterpart with convincing reasons to exchange their ideas for the ones you suggest. Your counterpart will be much more receptive and your rationale much more convincing if he/she is confident that you understand and that you are sensitive to his/her point of view, interests (needs/priorities) and position. Empathy builds rapport, encourages information sharing, establishes mutual respect and moves the negotiation forward in a positive direction.
5. Be sensitive to nonverbal cues. TEAM SM ALSO HAS THIS EXPERTISE
Believe it or not, people’s eyes and voice can provide valuable nonverbal information about both the relationship and the emotional state of the parties in a negotiation. When messages delivered verbally conflict with messages delivered nonverbally from the eyes and voice, experienced negotiators tend to attribute more credibility to the nonverbal messages.
6. Don’t take things personally. CORE STRATEGY TEAM SM
When We feel angry, frustrated, embarrassed, defensive or just plain upset because of the effects your counterpart’s beliefs, attitudes or behaviours are having on you in a negotiation, it’s extremely difficult to respond intelligently and calmly. If you react emotionally, the consequences tend not to be in your best interests and usually make a bad situation worse – not better. Through Mental Sublimation, successful/effective negotiators have learned to detach themselves emotionally by accepting the fact that the beliefs, attitudes and behaviours of their counterparts do not belong to them. And as a result, they don’t take responsibility for them either. This is one of life’s most important skills: how to “not take things personally”.
Half our mistakes in life arise from feeling when we ought to think and thinking when we ought to feel.
. Be an innovative and creative problem-solver.TEAM SM’S APPROACH TO YOUR BUSINESS
Negotiations are competitive. And so they should be. If a win/win solution is to be found, this spirited rivalry calls for a cooperative attitude capable of joint problem solving and compromise. When successful/effective negotiators find themselves faced head-on with problematic issues that impede the movement towards a mutually acceptable conclusion, they suggest the following joint problem-solving approach.
8. Stay flexible. TEAM SM’S STRATEGY
Negotiation is movement. It is an exercise in flexibility. The opening offer or counteroffer is never the final mutually acceptable solution.
We are firm believers of Successful/Effective negotiators show their flexibility by proposing creative ways to satisfy the interests of both sides at the lowest cost to one another. A win/win solution within the respective settlement range is the focus. As the negotiation unfolds, you must be both flexible and adaptable in order to effectively tolerate conflict and stress.
9. Learn from your mistakes. SYED AND MANISHA BELEIVE IN THIS FIRMLY :
My mistakes, I find, are my best teachers. A negotiator needs to learn. A mistake is only temporary; the failure to learn is permanent.
As you strive to be a successful/effective negotiator, no matter what stage of development you are in currently – newbie, absolute pro, or somewhere in the middle – there will be times when your intuition, intellect, self-control or self-discipline fails you. When that happens, you make mistakes that can find you doing or saying things that are not in your best interests…
10. Adopt a Results with Relationship approach.
OUR CLIENTS OFTEN SAY OUR GENERATIONS WILL WORK WITH SYED AND MANISHA ….. IT MEANS A LOT SPEAKS A LOT …..
From the get-go, a successful/effective negotiator’s approach is to achieve win/win results – a mutually acceptable solution that satisfies the interests (needs/priorities) of both parties with, not at the expense of, the relationship. They avoid confrontation, intimidation, blaming, constantly interrupting, talking over the top of the other, putting others on the defensive or threatening their self-esteem. They focus on clarifying and satisfying another’s interests (needs/priorities) rather than debating each other’s positions. They remain calm, cool and collected throughout. Their continuing movement is towards a fair and mutually acceptable solution.
Three characteristics that distinguish good negotiators: the ability to put oneself in the other’s shoes, the ability to assert one’s interests without attacking the other, and creativity in inventing solutions for mutual gain.
What It All Boils Down To THE ICONIC TEAM SM ‘S MESSAGE TO ALL OUR WONDERFUL CLIENTS :
To be a successful/effective (win/win) negotiator, you have to play the game and play it very well. You must have considerable knowledge about the negotiation process and that includes its rules, rituals, strategies and tactics. But these alone won’t enable you to play the game “masterfully”. In win/win negotiations, if you want to be part of the solution and not part of the problem, you must exercise those characteristics that come to you naturally but also adopt and add other key characteristics either through experience or skill development.