How an Emotionally Intelligent Leader Plans a Negotiation

March 3rd, 2009 Filed under: Uncategorized — Negotiation Author

Before the “Kick-Off” – Information required:

  • Clarify the Opening positions – what key information is relevant and critical.
  • Desired outcome “What I want to have happen?”
  • What is the desired outcome of the other side?
  • Does this person or team have the authority to make the decision. If, “no”, start negotiating to get the right person in the room. If “yes.” Go ahead, have fun.

“Putting the Ball Into Play” – Opening the Conversation:

  • Start with something light and personal that is of interest to the client.
  • Slowly move into getting really clear on the “others’ 95%” – what does their world look like? What might happen if they do nothing. Is this negotiation a career make or break?
  • Build my opening conversation to open the negotiation based on my desired outcome while being respectful of the “other’s 95%.” Ask for more than I expect to get.
  • Positions must be realistic, reasonable, attainable, value-based and solution-oriented to both sides.

“Off-sides” – My Walk-Away Point:

  • To become a successful negotiator – that is to arrive at a “win-win – or no deal” to create the perception in others, and resolve in myself, that I will walk-a-way. At what point do the terms and conditions become not doable for me?
  • Always try to have a best alternative to a negotiated agreement.

Finally, always go into an agreement being clear about:

  • That you are in this to make money or …
  • What you want to achieve in this negotiation or …
  • Having some key no-pain-to-me “gives” that you are ready to hand over to the other.
  • That you will only move forward if it results in a “win-win.”
  • At what point you will enact the “win-win – or no deal” statement.
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Dr. Jim Sellner, PhD., DipC.

In working with people I’ve learned that we behave in our best interests when we: Increase our competencies; Get in alignment with our personal and business values; and Choose to be engaged.

This combination leads to individual, team and company actions that produce increased personal and business results. I’ve written three books. The most recent – Leadership for Einstein’s P = MC3: Bringing Out the Genius in People While Becoming Great Yourself.

http://subject2change.ca/blog

I’ve written about 1600 business articles for executives who want to increase their personal and business success. The model I use is based on John H. Eggers’ research into 350 entrepreneurial companies at Western’s Ivey School of Business – The Five Pillars of Business Success: Financial Intelligence; Values, Vision, Mission; Emotional Intelligence; Leadership & Followership; and Commit to Action. My assumption is that it’s all about relationship. So here’s …

“The Deal”
I will do my utmost to help you focus on solutions instead of problems.
I will introduce ways for you to discover your own answers.
I will keep you focused on your insights and actions that can bring about positive, lasting change in your Self, your family, your workplace, and society.
I expect you to be Subject2Change so you can identify, create, and try out new, more effective behaviours.
I assume that there’s nothing wrong-with-you that what’s right-with-you can’t fix.
I expect you to be open to feedback.
I need to know what you expect of me.

Go to my site for more information about how to lead, manage, follow or get out of the way.
http://subject2change/blog

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