“Any negotiation, no matter how insignificant, is based in conflict,” says William Scarpino. You know what you want, and the person who ideally could help you wants something different. It may not even be the opposite — just different.
- You could be hard-nosed and refuse to give ground, but you definitely won’t get what you had in mind. I’m sure you can think of examples where someone wanted to “win” so badly that he ended up losing.
- Or you could negotiate. If you’re aiming to achieve a specific goal rather than just wanting to “win”, you stand a chance of getting it when you negotiate. But before you start, be clear on your objective. When you think about it, it may not be a “thing” but rather a position. There may be parts that you could sacrifice if it meant meeting your goal. Know what they are.
Scarpino says a positive attitude is a key asset in negotiations. While he does talk about winning in his post, he makes good points about eliminating doubt when you negotiate: “Before getting involved in a settlement session resolve your doubts and
mentally prepare to win. If necessary, adjust your position to be more
realistic and, thereby, increase your own expectation of prevailing.”