By Lynne Waymon
Jun 25, 2002 - 7:17:00 AM

When you don't want to crack down, back down, get shot down, give in or give up, that's the time to negotiate.

Don't bother learning tricks, ploys, or ways to get the best of your "opponent." Instead see the person you're negotiating as someone who has needs and wants that you can probably satisfy if you think creatively.

Think 'If . . . then.' "If you do this, then I'll do that." Or "If I do this, then will you do that?" Develop options. Find things to give that are cheap for you, but valuable to them - - - - and vice versa. Don't argue or posture.

Instead make offers. "If you can deliver that by the 15th, we'll give you an order next month, too." Or "if I work late tonight on the project, then I'd like to be able to leave two hours early on Friday." "If you're willing to deliver two presentations at our meeting for the price of one, then I can give you an extra night's stay at the resort."

Follow these rules to find deals that create mutual gain and long-term partnerships:

Go First. Set the tone by talking openly about your interests, hopes, and goals. Say, "I know if we put our heads together we can come up with a deal we can both feel good about. Here's what's important to me..."

Go Wider. Go outside the current issue and look for a broader range of potential exchanges to show your good will and to get things unstuck.

Go Longer. Relax! Get out of the "microwave mentality." So what if it takes an hour longer. The longer you have to live with the agreement, the more time you should spend building a win-win deal.

Go Play. If you're stuck, invite the other party to take a break with you. Suggest a walk or a round of golf. Sometimes the best breakthrough comes away from the negotiating table.

Go Over. Visit each other's places of work to see if you can get more ideas for what's easy for you to give, but of value to them.

Go Simple. Whenever you can, steer clear of long-winded, jargon-filled documents. Use plain English. Keep things simple with a letter of agreement or short contract. EM

Lynne Waymon is a nationally known speaker, trainer and author. In her keynotes and workshops on "Negotiating at Work" she shows audiences how to go from deadlock to deal. [email protected] or


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