This is the second in a five-part series sharing the essential steps to become a more successful negotiator.
Successful negotiators are prepared. Five steps to a successful negotiation are contained in the acronym H.E.A.R.D.
The first step was Homework. Click here to read what you need to do in this step to fully prepare for your negotiation.
Step 2 – Explore and Engage
It’s time for the meeting. You’ve done your homework. Now you need to Listen Carefully! When you CARE-FULLY, you LISTEN.
You do this by asking the right questions. Ask open-ended questions; questions that cannot be answered with a Yes or a No. Open-ended questions begin with one of the 5 Ws: Who, What, When, Where, Why. And never forget the powerhouse word: How.
Next, verify the accuracy of your listening skills. You should have been taking careful notes. Confirm that what you heard is what they meant. This technique is called “The Parrot.” You parrot back to the other party your interpretation of what you understood they said.
Successful negotiators know the power of listening, not talking. Follow the 80-20 axiom: At every negotiation step, listen 80% of the time and talk 20%. You will be a successful negotiator!
Stay tuned for Part 3 of HEARD – Assess what you know and don’t know.
Find more negotiation tips and training at www.IndependentLeaseReview.com.