No matter what is being discussed, the potential reasons for any type of negotiation failing are endless. In the workplace, however, being able to settle on a win-win solution in any situation—from asking for a salary increase to working out the finer details of a business partnership to getting a new client to sign a contract—is essential to finding success.
To advance in their careers, every professional can learn how to approach negotiations in a way that ensures the best possible outcome, no matter the circumstances. Here, members of Forbes Coaches Council discuss 14 skills that every successful negotiator needs.
Forbes Coaches Council members share must-have skills for successful workplace negotiations.
Photos courtesy of the individual members.1. Understanding Personal Motivators
Every successful negotiator needs a deep acumen in stakeholder savvy. This allows a person to better understand the personal motivators and emotional triggers of those they are negotiating with. The better you understand these, the quicker you can uncover a win-win scenario. - Karan Rhodes, Shockingly Different Leadership (SDL)
2. Asking Masterful Questions
The best negotiators ask masterful questions. Questions uncover invaluable information and unlock key barriers to getting agreement from the other side. Leading with questions rather than assertions allows us to better understand the other perspective and equips us with insight into how best to frame our argument for maximum impact. - Craig Dowden, Craig Dowden & Associates
3. Strategizing
The best negotiators are strategic. Oskar Morgenstern’s “game theory” is the quintessential theory to understand. In business or economics, you may not know the competitor. If you know the competitor, determine what the person values. If you are negotiating on the behalf of a single dad, your approach may be different than your strategy for negotiating with a wealthy used car salesman. - Mika Hunter, Female Defender
4. Preparing In Advance
Preparation is key. Identify ahead of time what your best alternative to a negotiated agreement (BATNA) is and what your nonnegotiables are. Nonnegotiables are the terms that will trigger you to walk away from the deal confidently—not fold, but walk away. If you don’t prepare these in advance and don’t know when to walk away, you will never be a strong negotiator. - Mari Carmen Pizarro, Whole Leadership Systems, Inc
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5. Operating With Integrity
Successful negotiators should always operate with integrity. It’s a terrible feeling to close a deal, then find out after the fact that things are not what they seemed. Operating with integrity ensures all parties fully understand the deal and can make an honest, informed decision. Over time, this also helps the negotiator build trust, making future deals far easier. - Marc Zalmanoff, Marc Zalmanoff LLC
6. Active Listening
Negotiation is intended to find the best outcome for both parties. To effectively find what that is, you need to listen to truly understand their perspective. What are their motivations? Their drivers? Their needs? Their nonnegotiables? When you are focused on what your next point or question will be, you may miss the critical information you need. - Kristy Busija, Next Conversation Coaching, LLC
7. Having A Clear End Goal
Nothing wins every negotiation deal or discussion like having a clear end goal. When we know what outcome we are seeking, it is much easier to reach that objective or desired outcome when negotiating. If we know what is important to the opposing party and who we are dealing with, we have all the key elements for successfully negotiating the deal. - Izabela Lundberg, Legacy Leaders Institute
8. Being Prepared To Walk Away
Always be prepared to walk away. If you’re not, you’re either too involved emotionally or not in a place to negotiate. Analyze the BATNA and develop alternatives for the deal. Know and feel when the other side isn’t prepared to really create common ground. If you understand this, let the games begin. - Arvid Buit, TRUE Leadership
9. Building Trust Through Strategic Empathy
Building trust is a key component of successful negotiations, and strategic empathy is an outstanding skill to influence trust. So is the power of the word “and,” pronounced with the right tone of voice so that the other party will keep talking and providing more insights into what is important to them. - Mariana Ferrari, Dooit
10. Holding People Accountable
Successful negotiators know how to gently hold people accountable for the commitments they make and the words they speak. Those you negotiate with will often say things that you can use to gently remind them of their promises and commitments and show that you are listening and helping them stay true to their promises. This level of accountability, done right, will help them stay true to their words. - John M. O’Connor, Career Pro Inc.
11. Reading Body Language
Reading body language and making note of physical and sensory cues can help one understand the context of the negotiation. Aligned with that, the negotiator needs to be skilled in adapting quickly to changing moods to remain relevant and, ultimately, be successful. - Arthi Rabikrisson, Prerna Advisory
12. Exercising Resiliency
Successful negotiators have likely honed the social-emotional skill of resiliency. Not every deal will work out exactly as you had hoped; some might sting more than others, but you learn from the experience and continue refining your approach and offering. It’s okay to feel disappointment when negotiations fall through, but exercise resiliency and make another attempt at greatness. - April Willis, April Willis Consulting, LLC
13. Having Self-Awareness
Self-awareness is key. In order to negotiate successfully, we need to be aware and in control of our emotional triggers. We need to be able to put them aside while we are negotiating and stay calm rather than acting from feelings of vengefulness or insecurity. When we feel confident and grounded and know when to walk away, we are in the best position to get the most out of a negotiation. - Rajeev Shroff, Cupela Consulting
14. Interacting Empathetically
Chris Voss, a former FBI hostage negotiator and author of Never Split the Difference, believes that empathy is the most important quality for anyone looking to improve their negotiation skills. He writes, “Empathy is not only the cornerstone of negotiation theory, it’s also the foundation of effective human interaction in general.” - Peter Boolkah, The Transition Guy
