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From Deadlock to Deal: Negotiating & Influencing at Work

by Lynne Waymon    

down, get shot down, give in, or give up, that's the time to negotiate.

Don't bother learning tricks, ploys, or ways to get the best of your "opponent."  Instead see the person you're negotiating as someone who has

needs and wants that you can probably satisfy if you think creatively.  Think "If . . . then."  "If you do this, then I'll do that."  Or "If I do this,

then will you do that?"   Develop options.  Find things that are easy for you to give, but valuable to them  - - - and vice versa.  Don't argue or posture.  Instead, make offers.  "If you can deliver that by the 15th, we'll give you an order next month, too."  Or  "If I work late tonight on the project, then

I'd like to be able to leave two hours early on Friday."   "If you're willing to deliver two presentations at our meeting for the price of one, then I can

give you an extra night's stay at the resort." 

Follow these rules to find deals that create mutual gain and long-term partnerships. 

Go First.  Set the tone by talking openly about your interests, hopes, and goals.  Say, "I know if we put our heads together we can come up with a deal we can both feel good about."

Go Wider.  Go outside the current issue and look for a broader range of potential exchanges to show your good will and to get things unstuck. Ask, "How would I have to change my offer to make it more attractive to you?"  Or "What would it take to get you more interested in my offer?"  Instead of arguing, try trading.   Say "If I do this, then will you do that?"  Look for things that are easy for you to give, but valuable to the other party.

Go Longer.  Relax! Get out of the "microwave mentality." So what if it takes an hour longer!  The longer you have to live with the agreement, the more time you should spend building a win-win deal.

Go Play.  If you're stuck, invite the other party to take a break with you.  Suggest a walk or a round of golf.  Sometimes the best breakthrough comes away from the negotiating table/

Go Over.  Visit each other's places of work to see if you can get more ideas for what's easy for you to give, but of value to them.

Go Simple.  Whenever you can, steer clear of long-winded, jargon-filled documents.  Use plain English.  Keep things simple with a letter of agreement or short contract.


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Lynne Waymon and Anne Baber are nationally known speakers, trainers and authors. In keynotes and workshops on "Negotiating at Work" and "Networking Know-How," they show audiences practical strategies for solving workplace issues. 301-589-8633 or www.Conta