Marriott Alumni Magazine

Fall 2016

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Page 28 of 51

7. roll with it Don't be afraid to let the negotiation be organic or to take time for small talk. "If the other party wants to jump right in, fine. If you're the one taking the lead, get to know the other person a bit," Ingerson says. By focusing on the other party and their needs as the conversation unfolds, you inspire cre- ativity and collaboration on both sides. 5 7 4 6. trust or bust "If people don't trust you, it doesn't matter what you say or do during the negotiation. They probably won't open up and be honest with you," says DeTienne, a professor of organiza- tional leadership and strategy. Build trust by understanding motives; if someone argues for a higher salary, for exam- ple, try to discover why. 5. menu, please As you seek a solution, extend options—ideally two that meet your needs. "Think about the child who won't eat her dinner," Liljenquist says. "If you say, 'You've got to finish all of it,' that's an ultimatum. Instead, say, 'I know you're feeling full, so you can choose to finish either the peas or the carrots.' Options signal flexibil- ity on your part." 4. hear, hear "The best negotiators use their ears more than their mouths," Liljenquist says. "You want to learn all you can about the other side because that will provide the information you need to meet their needs and generate an agreement that's going to be sustainable in the long run." Start by developing your ques- tioning skills. 6 3. long view Don't just focus on what you want from a nego- tiation—move forward instead with the goal to advance relationships. "Always assume that you're going to negoti- ate with someone again in the future and that this is an opportunity to build a long-term relationship, not just claim resources," says Liljenquist. 27 fall 2016

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