Many mompreneurs still feel at a loss when it comes to negotiating successfully with partners and clients. Here are some essential tips to follow in order to negotiate from a position of strength.
Do’s
- Outline your basic terms from the beginning. You need to find common ground to start with. If it is possible, take the initiative to begin the negotiation; this will put you in an advantageous position to work out a mutually agreeable deal, since your agenda will often be accepted as the starting point of the negotiation.
- Show confidence and assertiveness. Communicate what you want in a polite but firm way. Use your diplomatic skills: Be mindful of how you phrase words so as not to insult the other party. In meetings, whether you are sitting or standing up, keep your head straight and your shoulders back, maintain eye contact, and smile.
- Use your sense of humour to ease the negotiation process, if it is appropriate. Just make sure you that your jokes are politically correct, that you sound natural when you tell them, and that you don’t go over the top.
Don’ts
- Don’t be afraid to negotiate. This means you may need to change your attitude to negotiation. We are purpose-driven and want to change lives so it often goes against our nature to initiate or engage in negotiation processes. Don’t view it as an intimidating process, but a means of reaching a mutually beneficial agreement. So be firm and ask for what you need and deserve. The pitfall here is that, if you are a female negotiator, you may be considered as failing to meet the stereotype of the caring female figure; to counteract this, focus on the big picture and mention your value and who will also benefit, so that you aren’t conflicting your true character which is still caring and inclusive; you may also refer to external authoritative figures to support your line of thought if necessary but stand confident in where this will take you, the relationship, your services/products, and beyond. You have no control over the response of the other party…just yourself.
- Don’t narrow the scope of negotiation. Every moment can be an excellent opportunity to negotiate, and most importantly, it does not have to be just about “money”. You sell something more than a product with a price tag; you need to explain to a customer how the solution you are offering will transform their lives. So negotiation starts from the moment you approach a customer for the first time; and it lasts throughout the relationship. In terms of colleagues or potential partners, extend the vision and outcomes to things that people will understand and perhaps become excited about. There are so many (sub) benefits to be gained.
- Don’t say yes to everything from the beginning. Otherwise, what is the point of negotiating in the first place? It is supposed to be a win-win situation; so defend your rights and think twice before making a concession. Ideally, let a whole day pass before agreeing to give something up to the other party.
- Don’t get carried away by your emotions; there will be times when you feel like you are losing control; but this will weaken your power as a negotiator; you can convey your position to others with your arguments and calm demeanour. If you want to be taken seriously, you need to consistently project the image of a reliable, stable negotiator; your weapons are reasoning and sound judgement. There is nothing wrong with asking for a break or scheduling a time to continue the discussion. If there are specific behaviours that are being displayed which are undermining your functioning in that moment, bring them to light and request that negotiations remain respectful and open. You got this! You simply need to believe in your ability.
Do you need more help to improve your negotiation skills? Learn more at at http://goo.gl/Dxb5Ei.
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