Negotiations aren’t neat and tidy events that happen at the beginning of an engagement and stop as soon as the contract is signed. Negotiations happen all the time and in all sorts of situations, but if you don’t realize you are negotiating, things can get messy pretty quickly.
Here’s how to recognize negotiations that don’t announce themselves with neon signs and some advice for handling them just as successfully as any other negotiation.
Preparing for a negotiation can be exhilarating.
That rush of adrenaline that comes with conflict; the challenge of puzzling out options and alternatives to give yourself the best deal; the pride in realizing that you’re standing up for yourself and your work.
And, sometimes, the sharp pain of punching yourself square in the nose.
For many people, figuring out how to handle emotions is the most difficult part of negotiating. I often get people asking me how they can “turn off” their emotions when in conflict. There are also folks who complain that the other side is unreasonable because they are “too emotional.”
If you are one of the people struggling to get rid of emotions in negotiation, I have one thing to say:
A lot of the things I talk about on the blog take some practice; you need to test them out a couple of times before you really feel like you can add them to your box of tricks. That can feel frustrating when you’re dealing with a difficult client or trying to land a new job. So here are four things you can do right now to improve your negotiations.