Successful negotiation with clients requires a realistic framework that helps guide the overall process from beginning to end. The parties should achieve a solution through good communication and with efficient use of time and resources, while maintaining a good working relationship. This means that all parties find the solution agreeable. The outcome should satisfy as much as possible the legitimate interests of all parties, and it should be a creative, “no waste” solution that binds all sides to realistic commitments.
Get the big picture by deciding what is most important.
What is it that you want to accomplish? Why is it important?
Decide who is the “right person” with whom to negotiate.
What is the person’s primary style of relating to others and processing information?
How will your past experiences with this person affect the negotiation process?
Define the issues on which you already agree.
What are mutual interests? What is the common ground for starting a negotiation?
List what you feel to be the real differences in your positions.
Describe what you feel would be the “ideal” interaction and the desired outcome.
Determine the outside limits for negotiation from your position.
What is negotiable and what is not?
Consider the various options for getting what you want.
What are the advantages and disadvantages of each option?
How will the outcome be measured?
State your objective to the person and explain your desire to find the best possible solutions so that each of you gets what you really want.
Ask the other person what he or she wants and why it is important.
Listen carefully without interrupting or disagreeing in order to understand the other person’s position. Ask appropriate questions to gain clarification.
Accept the other person’s right to an opinion and restate the position as you understand it.
Ask the person to listen to you without interruption as you explain what you want and why.
Check for mutual understanding of one another’s position.
State your belief that it is possible to find a solution that will satisfy each person’s needs.
Stay rationally focused on the issue being negotiated.
Be creative at coming up with all the possible ways you can both get what you want.
Select the best possible option and identify the good points about that idea.
Problem-solve any objections to move toward acceptance of an idea.
State the agreed-on solution.
Express appreciation for the other person’s willingness to work toward a solution.