If you listened to my last solocast, you already know the primary reasons why negotiations fail. In this episode, we are going to take it a step further and discuss the top five ways to be a great negotiator.
Create and stay connected to a powerful context: Who are you when you walk into that deal? What is your energy? People can read your tone, body language, and micro-expressions, so focus less on ‘doing’ and more on ‘being.’
Be willing to do whatever it takes to get to your truth: It is a lot easier to put on a fake sense of bravado than to acknowledge you’re coming from a place of fear or scarcity. Do everything in your power to get the most out of your internal preparation so you can achieve a state of connection to truth and authenticity.
Identify and fully own your value: When you discuss pricing in a negotiation, you will have much greater success if you truly believe you are worth the number you are asking for.
Always be in integrity: Always make sure you are aligned with your inner truth. Great negotiators listen to their instincts and can tune into them on demand.
Have high expectations: If you go into a negotiation with high expectations, it may or may not work out, but your chances are a lot better. Holding high expectations directly affects your energy and context and is scientifically proven to improve results, so make sure to set the bar high.
Mastering the fundamental principles of dealmaking will turn you into a stellar negotiator; learning tactics and counter-tactics will not. Pragmatic methods and technical skills will help, but they are only supplementary. You need to become a deal maker at your core and negotiate from a place of clarity, detachment, and equilibrium. Following these five steps will help you get there.
If you are interested in learning more about why negotiations fail and want to hear examples, listen to my podcast episode, The Top 5 Practices of a Great Negotiator.
Corey Kupfer is an expert strategist, negotiator and dealmaker with more than 30 years of professional deal-making and negotiating experience. He is a successful entrepreneur, attorney, consultant, author and professional speaker. He is also the creator and host of the Fueling Deals Podcast.
If you want to find out if you’re an authentic negotiator, take the Authentic Negotiating Success Quiz today!