I don’t know about you, but many times when I hear the word negotiate I think of lawyers working out a business deal or having to do battle with a car salesman to try to get a lower price. Since I am in recruiting, the term “negotiation” comes up when someone is attempting to get a higher compensation package.
If we think about it, we tend to negotiate almost every day in a wide variety of things we do. Getting a handle on the important negotiation skills can be incredibly beneficial in many parts of our lives. Let’s take a look at 6 effective negotiation skills to master.
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What is Negotiation?
First, let’s take a look at what negotiation is. Put simply, negotiation is a method by which people settle their differences. It is a process in which compromise or agreement can be reached without argument or dispute.
Anytime two people or sides disagree on something, they are almost always looking for the best possible outcome for their side. This could be from an individual’s perspective or someone representing an organization.
In reality, it’s rare that one side gets everything they want and the other side gets nothing that they are seeking. Seeking to reach a common ground of sorts where both sides feel like they are getting most of what they want is the key to being successful and maintaining the relationship.
Places We Negotiate
I’ve mentioned that we negotiate in just about all phases of our life. For those of you who are shaking your head no, I invite you to think about the following:
This one is the most obvious and it’s what naturally comes to mind when we think of the word “negotiate”.
When you first started at your current job, you might have asked for a higher salary. It could be that you delivered a huge new client to your company and used this as leverage in your most recent evaluation for more compensation. If you work with vendors (and just about every company does), maybe you worked them to a lower price or better contract terms.
In recruiting, I negotiate with candidates and hiring managers all the time to land the best talent I can find. It’s very common to accept additional work with the (sometimes spoken, sometimes unspoken) agreement that it will benefit your career in the future.
Recently, I took over a project that was my boss was working on so that I would be able to attend a conference later in the year. And so it goes, we do this all day long at work.
I don’t know about you, but I negotiate with my spouse all the time. I’ll cook dinner with the understanding that she does the dishes. Who wants to mow the lawn and who wants to vacuum and dust the house?
I think we should save 10% for retirement, but she thinks 5% is plenty. Therefore, we save 8%. And don’t even get me started with my kids. My older daughter can borrow my car as soon as she finishes her chores. My younger daughter can go hang out with her friends when her homework is done.
Then, there are all those interactions in our personal lives outside our homes. The carpenter wants to charge me $12,000 to build a new deck. I think $10,000 is plenty so we agree on $11,000. I ask my neighbor if I can borrow his snowblower in the winter if I invite him over the next time I grill steak. And so on.
You didn’t expect this one, did you? We negotiate with ourselves all day long.
I’ll make sure I don’t skip my workout tomorrow since I’m going to have that extra piece of pizza. My spouse has been quiet the last few days, is it worth me asking her about, or should I leave it alone? I think the car place charged me for some repairs that weren’t needed, should I say something or just let it go? I know my friend has been having some personal challenges, should I check in with him? We’ve been friends for a long time, I’m sure he’d come to me if he needed help. I’ve got the #4 pick in this year’s Fantasy Football draft, should I choose a running back or a wide receiver?
Think about that non-stop voice inside your head. It always seems to be chattering away about something and many times, it’s us negotiating with ourselves. I’ll finish up that report that the boss needs before I turn on the football game.
Why Negotiation Skills Are So Important
Put simply, negotiation skills are important because we all interact with other people, and not only other people but other organizations and groups of people as well.
We all rarely want the same thing or outcome. Most of the time a vendor is looking at getting you to pay a higher price for something than you want to spend. Therefore, it’s important to negotiate to some middle ground that works well for both sides.
My wife and I disagree on how much to save for retirement. If we weren’t married it wouldn’t be an issue. We’d each contribute how much we wanted to on our retirement funds. We choose to be married, so we have to come to some agreement that we both feel comfortable with. We have to compromise. Therefore, we have to negotiate.
If we each lived on a planet by ourselves, we would be free to do just about anything we wanted to. We wouldn’t have to compromise with anyone because we wouldn’t interact with anyone. We would make every choice unilaterally the way we wanted to.
As we all know, this isn’t how things are. We are constantly interacting with other people and organizations, each one with their own agenda’s, viewpoints, and opinions. Therefore, we have to be able to work together.
6 Negotiation Skills to Master
Having strong negotiation skills helps us create win-win situations with others, allowing us to get most of what we want in conjunction with others around us.
Now, let’s look at 6 effective negotiation skills to master.
Preparation is a key place to start with when getting ready to negotiate. Being prepared means having a clear vision of what you want and how you’d go about achieving it. It means knowing what the end goal looks like and also what you are willing to give to get it.
It also means knowing who you are negotiating with and what areas they might be willing to compromise on. You should also know what your “bottom line” is. By “bottom line” I mean what is the most you are willing to give up to get what you want.
For instance, several years ago, I decided it was time to get a newer car. I say newer because I wanted a “new to me” car, not a brand new car. I did my research and figured out what type of car I wanted. I decided on what must-have items on the car I wanted, the highest amount of miles that would already be on it, the colors I was willing to get it in, and the highest amount of money I was willing to pay.
After visiting numerous car dealerships I was able to negotiate buying a car. I knew what I was willing to give up (amount of money) and what I was willing to accept, things like the color, amount of miles, etc. I came prepared. This is critical.
2. Clear Communication
The next key skill you need to be an effective negotiator is clear communication. You have to be able to clearly articulate what you want to the other party. This means both clear verbal and written communication.
If you can’t clearly tell the other person what you want, how do you expect to get it? Have you ever worked through something with a vendor or someone else only to learn of a surprise right at the end that wasn’t talked about before? This is not what you would call clear communication. It’s essential to be able to share a coherent and logical vision with the person you are working with.
3. Active Listening
Let’s do a quick review of active listening. This is when you are completely focused on the speaker, understand their message, comprehend the information, and respond appropriately. This is a necessary ingredient to be able to negotiate successfully. You must be able to fully focus on the other person’s wants to completely understand them.
If you aren’t giving them your full attention, you may miss some major points or details. This leads to frustration down the road on both sides. Ensure you are employing your active listening skills when in arbitration mode.
4. Teamwork and Collaboration
To be able to get to a place of common ground and a win-win scenario, you have to have a sense of teamwork and collaboration.
If you are only thinking about yourself and what you want without giving much care to what the other person is wanting, you are bound to wind up without a solution. The other person may get frustrated and give up if they see you are unwilling to meet them halfway or care little for what they want.
When you collaborate, you are working together to help each other get what is most important to you. The other upside to negotiating with a sense of teamwork and collaboration is that it helps create a sense of trust, which, in turn, helps provide positive energy for working to a successful conclusion.
5. Problem Solving
Problem-solving is another key negotiation skill. When you are working with the other person to get the deal done many times you’ll face new challenges along the way.
Maybe you want a new vendor to provide training on the software they are selling you but they say it’s going to cost an additional $20,000 to provide this service. If you don’t have the additional $20,000 in the budget to spend on the software but you feel the training is critical, how are you going to solve that problem?
From what I’ve seen, most vendors aren’t willing to provide additional services without getting paid for them. This is where problem-solving skills will help continue the discussions. You might suggest to the vendor that your company will also be looking to replace their financial software next year, and you’d be happy to ensure they get one of the first seats at the table when the time comes if they could perhaps lower the pricing on their training.
There’s a solution to most challenges, but it takes problem-solving skills to work through them effectively.
6. Decision-Making Ability
Finally, having strong decision-making ability will help you seal the deal when you get to a place where everyone feels like they are getting what works for them. Each step of the way you can cross off the list when you get what you are looking for and decide to move onto the next item. Then, once you have all of your must-have boxes checked and the other side feels good about things, it’s time to shake hands and sign on the dotted line. Powerful decision-making ability will help you get to the finish line together.
There you have it, 6 effective negotiation skills to master to lead a more fulfilling life. Once we realize that we negotiate in one form or another almost every day in every phase of our lives, we realize how critical a skill it is.
Possessing strong negotiation skills will help you in nearly every one of your relationships at both the workplace and in your personal life. If you feel your arbitration tools could use some sharpening, try some of the 6 effective negotiation skills to master that we’ve talked about.
More Tips to Improve Your Negotiation Skills
We often hear people talk about the importance of living in the present and the different ways it will benefit us. It all sounds wonderful, especially the lower levels of stress and anxiety, but how exactly can we live in the moment when our mind is constantly worrying about the past or plans for the future?
In this article, we’ll discuss some of the benefits of living in the moment you may not be aware of. Then, we’ll look at some of the obstacles and why we worry. Finally, and most importantly, I’ll show you how to live in the moment and stop worrying using some simple practices that you can easily incorporate into your busy schedule.
The result: a happier and more fulfilling life.
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The Importance of Living in the Moment
“The secret of health for both mind and body is not to mourn for the past, worry about the future, or anticipate troubles, but to live in the present moment wisely and earnestly.” -Buddha
While it can be difficult to live in the moment, it has innumerable benefits.
Here are just a few that will enhance your life tremendously:
By reducing stress and anxiety, you avoid many of the associated health consequences, such as high blood pressure, heart disease, and obesity. Studies have shown that being present can also improve psychological well-being.
Improve Your Relationships
Have you ever been with someone who is physically present, but mentally s/he’s a million miles away?
Being with unavailable people is a struggle, and building relationships with them extremely difficult.
How about being with someone who is fully present? We enjoy being with her/him because we can make a much deeper connection.
By living in the moment, you can be that person other people enjoy being with, and you make relationships much easier.
You have greater control over your mind, body, and emotions. Imagine how much better your life would be if it weren’t at the mercy of a racing mind and unpredictable emotions. You would certainly be more at peace, and much happier.
Why Do We Worry?
Before we answer this question, it’s important to distinguish between worry and concern.
When we are concerned about something, we are more likely dealing with a real problem with realistic solutions. Then, once we do whatever we can to address the problem, we’re willing to live with the outcome.
Worrying, on the other hand, involves unrealistic thinking. We may worry about a problem that doesn’t really exist, or dwell on all the bad things that can happen as a result. Then, we feel unable to deal with the outcome. Either way, we have difficulty dealing with uncertainty, which is a normal part of life.
Certainly, some of our problems may not have desirable outcomes, such as a serious health issue. Some problems may be beyond our control, such as civil unrest or economic downturn. In such cases, it can be hard to avoid worrying, but not impossible.
3 Steps to Start to Live in the Moment
Step 1: Overcome Worrying
In order to overcome worrying, we need to do two things:
Calm Your Mind
When you calm your mind, you are able to see more clearly.
The reason some problems seem so daunting is that our mind is racing so fast that we cannot see things as they truly are. Then, we make up a bunch of possible scenarios in our mind, most of which are unlikely to come true.
In addition to seeing more clearly, a calm mind will help us think more realistically. Unrealistic thinking is fueled by confusion and uncontrolled emotions. Calming your mind will reduce confusion and calm your emotions, allowing you to live in the present.
Focus on Solutions Instead of Problems
Some people tend to be more solution-oriented, and others more problem-oriented. Some of the factors that may determine this are gender, upbringing, and education.
People with more education tend to be problem-solvers. That is what their years of education train them to do. In addition, their jobs probably reinforce this way of thinking.
If you’re not problem-solving oriented, don’t worry. You can train yourself to worry less. We’ll discuss that soon.
Step 2: Identify Obstacles to Living in the Moment
In today’s busy world, it can be a challenge to live in the moment. The reasons revolve around how our mind works, as well as outside influences.
Many busy people have a racing mind that never seems to slow down. Their mind gets so agitated from too much sensory stimulation.
You see, anything that stimulates any of our five senses will trigger a thought, and that thought leads to another, and then another, and so on.
If you have a busy life, all your activities will overstimulate your mind and make it seemingly impossible to slow it down.
Unpleasant Situations and a Troublesome Past
None of us want to be in unpleasant situations, or remember those of the past. They can bring up painful emotions, which we don’t want to feel.
So how do most people cope with painful emotions?
By doing whatever we can to avoid them, we can take our mind to another place and time where things are more pleasant.
In other words, we avoid living in the present moment.
Some people resort to things that stimulate sensory pleasure, such as food, alcohol, or sex. Others will consume substances that dull their mind and keep them from thinking about unpleasant or stressful situations.
A Wandering Mind
From the moment we are born (likely sooner) until the time we die, our body and mind are active performing some function. Therefore, it’s natural for our mind to have some level of activity, whether conscious or unconscious.
Generally, a wandering mind is unproductive. One thought starts an endless chain of thoughts, and this process can go on until we need our mind to perform a specific function or get distracted with something else.
Now, there are times when a wandering mind can be productive, such as when creating works of art, or trying to find creative solutions to problems. In such cases, we need our mind to explore different possibilities.
Most of us are not fully aware of how our environment and social norms influence our thinking and behavior. People and institutions are constantly competing for our attention. The media draws our attention to the past, and advertising usually to the future.
Many people around us who dwell on the past or future try to draw us to their way of thinking. Even the whole concept of the American dream is geared toward the future. It tells us that if we acquire things like a good career, family, and house, then we’ll be happy.
Step 3: Practice Mindfulness
So how can we live in the moment in a world that is constantly trying to draw our attention to the past and future?
Before we get into concrete actions you can take, it’s important to understand what mindfulness is. You’ve probably heard the term before, but may not fully understand what it means.
The concept of mindfulness is actually quite simple. To be mindful is to live in the moment.
When you are mindful, your attention is focused on what is happening in the present moment, and you are fully in touch with reality.
You are aware of what is happening in your body, mind, emotions, and the world around you. This is different than thinking about these things. To develop greater understanding, you don’t have to think about them so much, but rather just observe them.
This may be counterintuitive to many people, especially intellectuals, because they’re so used to using logic to develop greater understanding. With mindfulness, we calm our mind and emotions so we can see clearer. Then, much of our understanding will come from simple observation. When we develop mindfulness, we literally expand our awareness.
To develop mindfulness, we need to train ourselves to observe things more objectively, that is, without our emotions or preconceived ideas influencing our views.
If you’re ready to live a better life, read on for some simple mindfulness practices that you can incorporate into your daily routine to help you live in the moment.
You don’t have to do all of them, but rather choose the ones that appeal to you and suit your lifestyle.
Mindfulness meditation is the mainstay of developing mindfulness and living in the moment. To practice mindfulness meditation, all you really have to do is sit quietly and follow your breathing. When your mind wanders off, just bring it back to your breath.
Notice how your lungs expand with each in-breath and contract with each out-breath. Let your breathing become relaxed and natural.
You don’t have to do it perfectly. The idea is to start spending time away from the constant sensory stimulation of all your activities, and just allow it to settle down naturally. Start with about 5 to 10 minutes per day and work your way up to about 20 minutes or longer.
This practice is highly effective, and can have both short-term and long-term benefits.
If you want to learn more about mindfulness meditation, take a look at this article:
While this may sound the same as mindfulness meditation, all you’re really doing is taking short breaks occasionally (10 to 15 seconds) to observe your breathing. Stop whatever you’re doing, and take a few mindful breaths, then resume your activity. That’s it.
You can do mindful breathing at any time of the day during your busy schedule. What it does is interrupt the acceleration of your mind. It is like taking your foot off the accelerator while driving. It’s a nice refreshing break you can take without anyone noticing.
Here’re some breathing exercises you can try to learn: 5 Breathing Exercises for Anxiety (Simple and Calm Anxiety Quickly)
Walking is an activity that you perform several times throughout the day. We often think we’re being productive by texting or calling someone while walking. But are we really?
Instead of getting on your cell phone or letting your mind wander off, why not use your walking to train yourself to live in the moment and focus on the task at hand?
Mindful walking is similar to mindful breathing, but instead of focusing on your breath, focus on your walking. Pay attention to each footstep. Also, notice the different motions of your arms, legs, and torso. When your mind wanders off, just bring your attention back to your walking.
You can even make a meditation out of walking. That is, go walking for a few minutes outside. Start by slowing down your pace. If you slow down your body, your mind will follow.
In addition to paying attention to your walking, notice the trees, sunshine, and critters. A mindful walk is enjoyable and can really help your mind settle down.
You can discover more benefits of walking in nature here.
Eating is an activity that most of us perform mindlessly. The reason is that it doesn’t require your attention to perform. Therefore, many of us try to multitask while we eat. We may talk on the phone, text, watch TV, or even hold a meeting.
The problem with not eating mindfully is that we don’t eat what our body and mind need to perform at an optimal level. We may eat unhealthy foods, or too much. This can lead to various health problems, especially as we get older.
Mindful eating has many health benefits, such as reduced food cravings, better digestion, and even weight loss.
So how do you eat mindfully? Start by slowing down, and avoid the temptation to distract yourself with another activity. Here are 3 different aspects of eating where you can practice mindfulness:
- Eating itself: Focus your attention on choosing a portion of food to insert into your mouth. Notice the smell, flavor, and texture as you chew it; then finally swallow it. As with following your breath during meditation, pay close attention to every aspect of eating.
- Choice of foods: Although you’ve already chosen your food before you have begun eating, you can still take the opportunity to contemplate your choices. Think about the nutrients your body needs to sustain itself.
- Contemplating the sources: Most of us don’t think about all the work it takes to provide us with the food we eat. While you’re eating, consider all the work by the farmer, shipping company, and the grocery store. These are real people who worked hard to provide you with the food necessary for your survival.
You can find more tips about mindful eating here: 7 Simple Steps to Mindful Eating
Choose an activity that you perform regularly, such as washing dishes. Focus all your attention on this activity, and resist the temptation to let your mind wander,. When it does, just bring your attention back to washing dishes.
Notice some of the specific movements or sensations of washing dishes, such as how the soapy water feels on your hands, the circular motion of scrubbing the dish, or the rinsing. You’d be surprised at how such a mundane activity can truly expand your awareness.
You can choose any activity you like, such as ironing, folding clothes, mowing the lawn, or showering. Over time, you will begin doing all these activities with greater mindfulness.
Practicing mindfulness is like regularly putting small amounts of change in a jar. They will all add up over time, and this will add up to greater peace and happiness, as well as get you closer to achieving your goals.
Remember, you don’t have to do the mindfulness practices perfectly to get the benefits. All you have to do is keep bringing your mind back to the present moment when it wanders off.
Practicing mindfulness may be a bit challenging in the beginning, but I can assure you it will get easier.
The benefits of living in the moment are well within your reach, no matter how much your mind is racing. If you stick with these mindfulness practices, you too will learn how to live in the moment and stop worrying. When you do, a whole new world will open up for you. This is what Zen master Thich Nhat Hanh calls the ultimate reality.