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This newsletter is all about negotiation.
Two reasons. One, most people have an aversion to it; and, two, we negotiate every day, whether we realize it or not, which makes it an essential (and often underdeveloped) skill.
In this issue, I will therefore challenge you to change your mindset about what negotiation is and will provide strategies to help you become a masterful negotiator. I've enlisted the help of two of my fabulous colleagues in this cause, who share their insight on how they negotiate for success in their daily lives.
Your Partner in Success,
Charmaine McClarie President, McClarie Group
Powerful
Negotiation: The 'Daily Negotiator' Mindset You've already heard of the 'classic' negotiation strategies, like having a BATNA (best-alternative to a negotiated agreement), or using the good cop/bad cop tactic, so now what? Now is the time to rethink your attitude to negotiation in general. When I ask most executives about negotiating, most come back with stories of triumphant salary discussions and closing big deals. Not Dawn M. Pagano, Vice President, and Chief Operating Officer of the Employer Account Group, at Medco Health Solutions, Inc. She believes that negotiation occurs anytime we are influencing others, whether sharing ideas or in a meeting. Dawn
is making a critical distinction between framing negotiation as
high-profile, high-stakes situations and framing it as anytime we are
seeking agreement with another individual. With this latter way of
thinking, negotiation includes everything from agreeing with
the family where to take this year's vacation to setting expectations
with your newly formed team about how they will work together to reach
your targets. Why is this 'daily negotiator' mindset powerful? I could list a number of reasons, but let me boil it down to three critical ones.
The value of this daily practice cannot be underestimated. One client I worked with recently frequently went to working lunches with her boss. Let's call her Claire, because that's not her name. Whenever Claire's boss asked her where to go, she never voiced much of an opinion. While she was trying to be flexible and wasn't too picky when it came to food, she came across as ambivalent. Worse, despite her stellar track record at her firm, her lunchtime accommodation habit had her boss questioning Claire. ("Was she a 'yay' sayer when it came to client requests, as well?" wondered her boss.) Beyond reminding us just how small, momentary interactions in and out of the workplace often make lasting impressions on others, this example illustrates the power of small changes as well. By simply stating a preference around lunch, Claire started to come across as more confident and convincing to her boss. Moreover, this daily advocacy for her needs served her exceptionally well when she needed to negotiate more important resources such as salary and headcount. What are the small changes you can make to negotiate more successfully on a daily basis? What is your equivalent of saying you want sushi for lunch? Write down 2-3 things that you can start doing to practice negotiating for your needs and put at least one of them into practice this week!
Speaking of Success Tip #12: Quick Tips To Powerful Negotiation This month's Speaking of Success Tip comes from one of my clients, Doug Johnson, VP of People Management at Dean Foods. He's an extremely strong negotiator, and when I asked him what was his secret to negotiation success, here's what he said: "I can't go with just one steadfast principle, but here are my top two: 1.
Know your
options (alternatives). Without options, you cannot negotiate.
2. Lead the situation. If you lead the call, meeting, etc., you lead the relationship." Sound, sensible, and doable strategies. Many thanks to Doug for sharing his insight. To hire Charmaine for executive coaching, workshops or keynote speaking, visit us at: www.mcclariegroup.com.
New Program Alert! Communication, Charisma, and Command: Harnessing Your Ability to Speak and Be Heard Take advantage of the rare opportunity to enroll in a McClarie Group open workshop. Charmaine will be conducting two "Communication, Charisma, and Command" courses in October as part of the Bloch School of UMKC's Executive Education and Professional Development series. This course is for self-motivated managers, directors, and senior leaders who want to positively impact their organization through their ability to be heard. Participants will learn strategies that are the heart of Charmaine McClarie's Executive Success Principles® and will learn to:
Visit the UMKC site for more program details: Communication, Charisma, and Command |
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About this newsletter. McClarie Group sends occasional newsletters to clients, colleagues and friends of McClarie Group with tips for turning your potential into power. If you'd prefer not to receive this information, click the link below.
McClarie Group
1930 N. Main St.
Los Angeles, CA 90031
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