Page 27 - The Costco Connection - October 2018

Negotiating is most e¡ ective
when you build in breaks
between sessions and antici-
pate some back-and-forth.
Pressure can derail the process.
FOR YOUR
BUSINESS

by JESSICA NOTINI
Let’s H ammering out deals isn’t just for
sales reps and attorneys. Teens
negotiate with their parents over
negotiate raises and promotions. Business owners
curfews. Employees advocate for
hash out deals with vendors and suppliers.
Those negotiations may seem adver-
Switch from an sarial, but the process doesn’t have to yield
adversarial to a a winner and a loser. Increasingly, negotia-
tions emphasize collaboration and consen-
collaborative approach sus to make sure that both parties are
for best results enthusiastic about their piece of the pie.
I view negotiation as a conversation
between two people who have some
shared interests, some different interests © GOLDEN SIKORKA / SHUTTERSTOCK
and maybe some conflicting interests. To
reach consensus, each party will have to You’re not just negotiating a deal;
make some trade-offs. But when we you’re negotiating a relationship. How
transform a negotiation into a collabora- you get along and whether you like each
other are critical. This seems obvious, but
tion, we create value for everyone.
VICTORIA FRIEND few minutes to think through three key it’s often overlooked. Rapport is import-
Before your next negotiation, take a
ant, because we give more concessions to
aspects of a successful exchange:
things to spite those we dislike.
The transaction itself. What are your people we like—and sometimes do crazy
interests? What really matters to you? The process. Negotiation can be
What do you think the other party cares uncomfortable, so many people make
about most? What do you need from this the mistake of leaping right into the bar-
Jessica Notini negotiation? Where can you be flexible? gaining phase. Avoid doing that, because
(jessicanotini.com), If you’re a vendor, rather than negoti- a race to the bottom line thwarts the
a Costco member, ating on cost, emphasize customer sup- give-and-take process critical to a suc-
teaches negotiation
skills. She is principal port, quality, durability and/or other cessful negotiation.
of Notini Mediation, traits or unique features that add value to Remember that if you start with
Facilitation and what you’re selling. your last word, you’ve got nowhere to go.
Training Services The relationship. Think carefully One of my favorite authors, G. Richard
in the San Francisco about who you’re sending to the Shell, says, “Concessions are the lan-
Bay Area. negotiation table and where and when guage of collaboration.”
you’re meeting. Everything you do When you leave yourself room to
should convey that you take the process make a concession or two in the negotia-
seriously and respect the other party’s tion process, you build trust because the
time and interests. other party feels you’re accommodating
them to reach a mutual goal.

Learn to listen
term goals and vision. Listening has another ben-
To conduct a successful The more information you efi t, too: Focused, authentic
negotiation, don’t launch into can gather, the better you will attention builds trust and
a monologue about your busi- understand what motivates goodwill, and you’re more
ness or your budget. Instead, them, and the more targeted likely to want to work out a
ask the other party open-end- and e¡ ective your negotia- deal when you feel a genuine
ed questions about their long- tions will be. connection.—JN

24 Costco Connection OCTOBER 2018

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