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Become A Great Negotiator: Be Amazing At Getting What You Want At Work · Enhance.training

• 0:00
  SPEAKER_00: Become a great negotiator at work and get what you want and need to be successful.
• 0:06
  SPEAKER_00: The better you negotiate with colleagues and other managers for business resources, the quicker you can deliver your team's goals.
• 0:14
  SPEAKER_00: The easier you find it to avoid being sucked into low-value activities and projects, the more successful your team will be.
• 0:22
  SPEAKER_00: When you get what you want at work in terms of goals, work and projects, the more likely you'll build a great reputation for delivering and be in a position to consistently beat targets.
• 0:34
  SPEAKER_00: Career success as a manager is built on negotiation.
• 0:38
  SPEAKER_00: I started a new board director role in a large business that was about to fail.
• 0:43
  SPEAKER_00: Well over a hundred people's jobs were at risk.
• 0:46
  SPEAKER_00: I persuaded my boss, the MD, to stop growing the business, the opposite of his main goal.
• 0:53
  SPEAKER_00: The business had hardly any cash.
• 0:56
  SPEAKER_00: Continued growth was sucking up way too much cash for business survival.
• 1:01
  SPEAKER_00: This is just one example of many big decisions where I use negotiating skills to get the best result for the business in the face of serious opposition.
• 1:10
  SPEAKER_00: I have six key activities that will help you become a great negotiator and help you get what you want at work a lot more often.
• 1:19
  SPEAKER_00: The first activity to become a top negotiator is to be really clear on what you actually want and why.
• 1:26
  SPEAKER_00: It is hard to negotiate successfully if you don't know what you want and why you want a particular outcome.
• 1:33
  SPEAKER_00: The what and the why matter.
• 1:35
  SPEAKER_00: When you negotiate a lot with colleagues at work, you'll realize that both parties rarely want exactly the same thing.
• 1:43
  SPEAKER_00: Often there is a middle ground where you can get most of what you want and need, and so can they.
• 1:50
  SPEAKER_00: Focus on the most important outcomes you need to achieve from your negotiation.
• 1:55
  SPEAKER_00: In my previous example, it was increasing the level of cash in the business.
• 1:59
  SPEAKER_00: In every negotiation I had with my boss, colleagues, and team members, my goal was to increase cash.
• 2:06
  SPEAKER_00: Cash meant business survival and being able to take advantage of opportunities.
• 2:11
  SPEAKER_00: Be really clear on the business outcomes you need.
• 2:15
  SPEAKER_00: Outcomes that benefit you personally rather than the business will not be nearly as compelling.
• 2:20
  SPEAKER_00: When you have a clear goal, you can work out the different ways of achieving that goal.
• 2:26
  SPEAKER_00: Then you can work out the different resources, people, etc.
• 2:30
  SPEAKER_00: you need for each route to that goal.
• 2:33
  SPEAKER_00: This level of planning then creates a list of must-haves which you can't do without and a list of nice to haves on which you could be flexible.
• 2:43
  SPEAKER_00: Clarity of your own needs gives you a good platform from which to negotiate.
• 2:49
  SPEAKER_00: My name is Jess Coles.
• 2:51
  SPEAKER_00: If you're new to this podcast, Enhance.training provides resources, courses, and coaching for you to build management expertise and confidence to lead any team to their best performance.
• 3:02
  SPEAKER_00: To improve how effectively you negotiate at work, improve how well you navigate the politics and increase your effectiveness in improving team performance, I invite you to go to Enhance.training, Select Coaching, and book in a meeting with me to discuss how our coaching programs will make you a much more effective senior manager or board director.
• 3:23
  SPEAKER_00: The second activity to become a better negotiator is to understand the negotiating field.
• 3:30
  SPEAKER_00: For example, how are decisions made in your company?
• 3:34
  SPEAKER_00: What is the process?
• 3:36
  SPEAKER_00: Who needs to be involved in which decisions?
• 3:39
  SPEAKER_00: How can you influence those decision makers before any negotiating starts?
• 3:43
  SPEAKER_00: Who are the main influencers in your business?
• 3:47
  SPEAKER_00: When you know the answers to all these questions, you are in a good position to pick which battles you will fight in and which ones to sidestep.
• 3:55
  SPEAKER_00: You will also be able to successfully negotiate within your company framework rather than going up against it.
• 4:02
  SPEAKER_00: The other key activity to undertake is to think through what you think the other person or party wants.
• 4:09
  SPEAKER_00: If you were in their shoes, what would be their main goal?
• 4:13
  SPEAKER_00: What resources would they need?
• 4:14
  SPEAKER_00: What roadblocks or constraints are they likely to encounter?
• 4:18
  SPEAKER_00: In what areas are they likely to be flexible, you know, they're nice to haves, and what are their must-haves.
• 4:24
  SPEAKER_00: When you understand the negotiating field and have a good idea of what the other party in the negotiation actually wants, you can formulate a negotiating strategy or a plan that plays to your strengths and uses the middle ground between the two parties.
• 4:38
  SPEAKER_00: Then it's time to meet and start negotiating.
• 4:42
  SPEAKER_00: The third activity to be a brilliant negotiator at work is use questions to understand the other party's position or needs.
• 4:50
  SPEAKER_00: At this point, you have guessed at what they might want and what their challenges are.
• 4:56
  SPEAKER_00: You don't know for sure.
• 4:58
  SPEAKER_00: Don't start negotiating based on your assumptions.
• 5:01
  SPEAKER_00: Start asking questions to get them talking and listen to what they tell you.
• 5:06
  SPEAKER_00: Ask about their goals.
• 5:08
  SPEAKER_00: Ask them what their needs are.
• 5:10
  SPEAKER_00: Ask them about the resources they need and their constraints.
• 5:13
  SPEAKER_00: The level of trust you already have and your reputation within the business will influence how open and truthful they are in answering your questions.
• 5:22
  SPEAKER_00: They'll probably ask questions of their own.
• 5:25
  SPEAKER_00: Giving information about your situation often helps get honest answers about their situation.
• 5:32
  SPEAKER_00: If you don't trust them to be collaborative, then give away the least sensitive information first.
• 5:37
  SPEAKER_00: If you trust them to work with you fairly, you might jump into the heart of what really matters to you.
• 5:43
  SPEAKER_00: Confirm your assumptions and know what their position is before you really start negotiations.
• 5:50
  SPEAKER_00: The fourth activity to get what you want at work is to trade up options rather than concede ground.
• 5:57
  SPEAKER_00: You are likely to have a lot of variables to work with, you know the timing of what you need, the scope of the work or project, the sequencing of the steps needed, who owns or is responsible for the output, what exactly are the deliverables, etc.
• 6:12
  SPEAKER_00: They are likely to be in the same position too.
• 6:15
  SPEAKER_00: If they want you to deliver X by Friday, then ask for extra resources this week to help your team.
• 6:23
  SPEAKER_00: If a client asks for a shorter delivery time, maybe you could ask for a video testimonial or case study from them in return.
• 6:31
  SPEAKER_00: Don't just say yes or concede.
• 6:34
  SPEAKER_00: Ask for something in return for giving something up.
• 6:37
  SPEAKER_00: Offer your nice to have's to secure your must-haves.
• 6:42
  SPEAKER_00: To be a brilliant negotiator at work, trade options rather than just saying yes.
• 6:47
  SPEAKER_00: The fifth activity for getting what you want at work is to manage your tone and delivery during the negotiations.
• 6:55
  SPEAKER_00: Confidence and calmness matter during negotiations.
• 6:58
  SPEAKER_00: The other party is looking for any signs that you're not sure of yourself, that you're nervous, that you don't have a clear plan, or your weaknesses in your negotiating position.
• 7:08
  SPEAKER_00: Give them an opportunity and they'll probably take advantage of you to your detriment.
• 7:13
  SPEAKER_00: Keep your voice calm, steady, and use a medium pace of voice.
• 7:17
  SPEAKER_00: Keep your facial expressions neutral and professional.
• 7:20
  SPEAKER_00: Keep friendly, attentive eye contact.
• 7:23
  SPEAKER_00: Hold your body upright and keep your arm movements fairly relaxed.
• 7:28
  SPEAKER_00: When negotiating, try to stay focused on using factually based language rather than using opinion-based language.
• 7:35
  SPEAKER_00: Don't get defensive or aggressive.
• 7:38
  SPEAKER_00: Use an assertive communication style focused on getting to a solution that works for both parties as much as possible.
• 7:45
  SPEAKER_00: Don't be afraid to let silence drag out.
• 7:48
  SPEAKER_00: And use silence to your advantage to keep the other party talking.
• 7:52
  SPEAKER_00: Don't be afraid to say no either.
• 7:55
  SPEAKER_00: Keep your focus on getting to the best solution practical for you and for the business.
• 8:01
  SPEAKER_00: The sixth activity to become a better negotiator at work is to build long-term negotiation capital.
• 8:09
  SPEAKER_00: I have worked in a lot of top companies with many very skilled managers and leaders, and I know that building negotiation capital makes getting what you want a lot easier.
• 8:20
  SPEAKER_00: With high levels of negotiation capital, you spend a lot less time negotiating and get good deals for you and your team a lot more often.
• 8:30
  SPEAKER_00: This makes you and your team a lot more effective.
• 8:34
  SPEAKER_00: Four of the best ways to build negotiation capital in my experience are firstly deliver on what you commit to month in, month out.
• 8:42
  SPEAKER_00: This is really valuable in getting what you want.
• 8:45
  SPEAKER_00: When the other party knows that you will deliver what has been agreed, and when they are willing to cede more to you during the negotiations.
• 8:54
  SPEAKER_00: Secondly, build strong relationships across the business.
• 8:58
  SPEAKER_00: Good relationships create a high level of influence and make negotiating much easier, quicker and more fruitful.
• 9:05
  SPEAKER_00: Third, use reciprocity.
• 9:07
  SPEAKER_00: This is one of my favourite tactics and it works really well.
• 9:10
  SPEAKER_00: Do favours for others, help them, give them advice, organise resources for them, etc.
• 9:16
  SPEAKER_00: When you ask for help, you are a lot more likely to get help quickly after you have been helpful to them.
• 9:22
  SPEAKER_00: You are also a lot more likely to be able to negotiate better outcomes for you as well.
• 9:28
  SPEAKER_00: Fourth, build trust and a reputation for being fair within the business.
• 9:33
  SPEAKER_00: A good reputation reduces suspicion and increases collaboration.
• 9:37
  SPEAKER_00: Negotiating for what you need takes a fraction of the time and effort too.
• 9:42
  SPEAKER_00: The more you invest in long-term negotiation capital, the easier you'll find negotiating at work and getting what you want.
• 9:50
  SPEAKER_00: You'll build more influence and be a lot more effective at your job and make your team a lot more effective too.
• 9:58
  SPEAKER_00: So, in summary, to become a great negotiator and get what you want at work, practice each of these six activities.
• 10:05
  SPEAKER_00: Negotiation is a skill.
• 10:07
  SPEAKER_00: The more you practice in the right way, the better you get and the more effective you and your team will become.
• 10:14
  SPEAKER_00: To improve how effectively you negotiate at work, improve how well you navigate the politics, and increase your effectiveness in improving team performance, I invite you to go to enhance.training, select coaching, and book in a meeting with me to discuss how our coaching programs will make you a much more effective senior manager or board director.
• 10:34
  SPEAKER_00: If you have any questions on become a great negotiator, getting what you want at work, please email me at support at enhance.training and I'll get back to you.
• 10:44
  SPEAKER_00: Thanks very much for listening, and I look forward to speaking to you again soon.