So how did you score last week in relation to the Myths about Negotiating?
Now that you know some of the myths let’s consider some core characteristics of good negotiators.
1. They like negotiating and are always on the look out for opportunities to negotiate
2. They understand negotiating is not just about the “bottom line”. It’s also about the process of building longer term relationships (in lieu of treating others as only a means to get what you want)
3. They have a mentality of “abundance” instead of “scarcity”. They seek to turn a “limited pie” into an “expandable pie”.
4. They understand the structure of negotiating
5. They know how to create a WIN/WIN outcome where both parties feel like they have won
6. They believe everything is negotiable
7. They treat negotiating as a game. They don’t take themselves too seriously; they relax, have fun and enjoy the process!
8. They are confident as a result of mastering the necessary skills to be good at negotiating
9. The recognise negotiation happens with people not companies. Sure the people with whom you are negotiating may represent a company but it is critical to recognise the needs, ego and emotions of the parties you are negotiating with.
10. They have learned to use “counter-intuitive” responses and behaviours as they negotiate
11. They look beyond the stated needs of the other party and look for their intention and real motive. They then seek to meet this significant yet often hidden need.
12. They have a clear focus and goal in mind before they begin negotiating
13. They always know their “bottom line” before they begin negotiating and will not do business at any cost since unprofitable business is not good business. However if you are flying by seat of your pants you wont know if the decisions you are making are profitable or not.
14. They are not afraid of rejection. They recognise that if a particular negotiation process is rejected it is not them that is being rejected personally. Good negotiators do not need the approval of others.
15. They are not always predictable or reasonable! In fact they are provokable and unpredictable. This is part of their strength as negotiators. They are fair, firm but anything but predictable and certainly not a stereotypical “Mr or Mrs Nice Guy/Girl”
16. They are totally “present” and focused in the moment of negotiating. In the words of Jim Rohn, “Where ever you are….be there.”
17. They learn how to read people and relate to them. One of my good friends, and business partners, Ross Hancock, CEO of the Results In Business Institute is a master at this. He has learned to relate so well to all styles of people and in such an authentic way that they all see the “real Ross” without any sense of incongruity.
Rate Yourself and Your Team
Print this out and at your next Staff and/or Sales Meeting give everyone a copy and have them rate themselves (and YOU as business owner/leader/Sales Director) in respect of these characteristics of good negotiators.
I suggest that the rating system might range from:
Non-existent, Very Low, Low, Moderate, High, Very High, Mastered
Of course feel free to come up with your own scale as well.
(Source: adapted from Wayne Berry’s “How to Get the Best Deal Every Time”)
Now for a Laugh
An Atheist was walking through the woods.
"What majestic trees"!
"What powerful rivers"!
"What beautiful animals"!
He said to himself.
As he was walking alongside the river, he heard a rustling in the bushes behind him.
He turned to look. He saw a 7-foot grizzly bear charge towards him.
He ran as fast as he could up the path. He looked over his shoulder & saw that the bear was closing in on him.
He looked over his shoulder again, & the bear was even closer. He tripped & fell on the ground.
He rolled over to pick himself up but saw that the bear was right on top of him, reaching for him with his left paw & raising his right paw to strike him.
At that instant the Atheist cried out, "Oh my God!"
Time Stopped.
The bear froze.
The forest was silent.
As a bright light shone upon the man, a voice came out of the sky. "You deny my existence for all these years, teach others I don't exist and even credit creation to cosmic accident."
“Do you expect me to help you out of this predicament? Am I to count you as a believer"?
The atheist looked directly into the light, "It would be hypocritical of me to suddenly ask you to treat me as a Christian now, but perhaps you could make the BEAR a Christian"?
"Very Well," said the voice.
The light went out. The sounds of the forest resumed. And the bear dropped his right paw, brought both paws together, bowed his head & spoke:
"Lord bless this food, which I am about to receive from thy bounty through
Christ our Lord, Amen."
Speaking of Food…a great Southern Highlands (Bowral) NSW Destination
For all you lovers of good fine and wine, then you may like to take note. Reina and I had an awesome meal over the weekend at Centennial Vineyards Winery & Restaurant. The food is truly something special. We highly recommend the mouth-watering tasting plate as an entrée which comes with delectable morsels to tempt your tastebuds. As for mains the steak was great and Reina raved about the slow cooked (for 15 hours) pork belly. David, the Restaurant Manager, and his team were friendly (but not intrusive) and very helpful in matching great tasting wines to our meal. This together with the ambience of the place, large open fire and great views, made for a memorable time. | 
