The following tips focus on how you can best get your point across during a negotiation.
You may find it helpful to think about communication in the following way: spend 10% of your time advocating your viewpoint, 10% clarifying priorities and requests, and 80% asking questions and gaining information about the other's interests, concerns and priorities.
See Also
Top 11 Communication Skills (For Your Life & Career)1.2 What Is Communication? – Business Communication for Success4 types of workplace communication styles + tips to improveThe 5S of Communication1. Communicate persuasively
- Refer to objective criteria such as industry practice, regulations, policy and precedent
- This provides a neutral backdrop to analyze options
- Ensure all relevant information and supporting documents are available
2. Use simple language
- Use language that is clear and to the point
- Avoid jargon, acronyms, and expressions
3. Prepare to present your ideas clearly
- Before a discussion, take time to define your interests, concerns and priorities
- This can help you stay focused on the key issues and can help you clarify your requests
- Anticipate questions from the other side and prepare your answers
4. Be curious, listen and ask questions
- Listen and ask questions to stimulate dialogue
- This can help you uncover central issues and define priorities so you can make progress on what matters most
- Your curiosity will also help you better understand the other's requests
- Remember, understanding the other's requests does not mean you necessarily agree with them; rather, it means you are open to uncovering new information and alleviating obstacles to communication
5. Make requests, not demands
- Demands can create resistance and limit dialogue
- For example, statements that begin with “You must…” can create tension and resistance
- Requests can increase dialogue and options
- For example, statements that begin with “I need…” can increase opportunity for dialogue, and can increase the probability that your objectives will be met
6. Body language and tone of voice are important
- A large part of how we communicate is non-verbal
- What you say to people with your body language and your tone of voice is just as powerful as what you say with words
- For example, pointing at others or speaking loudly could be interpreted as a sign of aggression, whereas, sitting straight and making eye contact could be interpreted as a sign of engagement
- Body language and tone of voice can vary depending on culture, and is interpreted differently in different societies
- If there are non-verbal behaviors that are uncomfortable for you, express them at the start of the negotiation session
