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The day finally arrived. Mark had waited impatiently for his birthday and he knew exactly what he wanted. He'd planned, told his parents and grandparents, and all of his friends. He'd even found a teacher who had a large yard to keep the pony.
[url=http://www.jeremyparendt.com/Barbour-Paris.php]barbour pas cher soldes[/url] He raced down the stairs on his birthday morning and looked in the yard. No pony. He saw the wrapped present on the table.
A truck. Not a pony. "We're sorry," Mom said. We just can't afford it.
Expectations. We often go into negotiations with great expectations and are as disappointed as Mark when they don't work out.
How can you transform your expectations to the reality you want? Begin negotiation sessions with the Five Step Opening Agreement.
The Five Step Opening Agreement is extremely helpful in more complex negotiations. Even in simple negotiations you'll discover everyone is much more civil to each other. The agreement sets the tone for meetings, training sessions, and formal negotiations. A less formal version can be used for smaller negotiations.
Why should you bother?
If everyone agrees to the core principles [url=http://www.thehygienerevolution.com/hollister.php]hollister france[/url] disagreements [url=http://www.thehygienerevolution.com/hollister.php]hollister[/url] are easier to resolve. And [url=http://www.ktbruce.co.uk/barbourjackets.php]barbour[/url] if you are in highly emotional negotiations, they are far less likely [url=http://www.rtnagel.com/louboutin.php]louboutin[/url] to end in shouting matches.
The agreement sets the stage for a Win-Win outcome by immediately setting expectations. Everyone agrees on the behavior and communication in advance. These five elements are critical to setting the tone and expectations so no one is disappointed and the Win-Win is accomplished. Let's look at the overview of each element.
1. Respect. What is respect? Why is it important? When all parties agree to speak and act respectfully with each other, much more can be accomplished.
2. Win for both parties. This is the core of Win-Win Negotiation. If one person loses, everyone loses. When you bring this up as the ultimate outcome you'll often see surprise on the faces of participants. Many never considered Win-Win as an option. And you'll also uncover the "Hard-Line" players. They, too, can be converted to this new model of negotiation.
3. Don't play games. What is meant by "games?" Why are they not acceptable? Old habits die hard, and if there are "Hard-Line" players involved, they won't see their actions as destructive. Games can include, "If I don't get my [url=http://www.ktbruce.co.uk/hollisteroutlet.php]hollister[/url] way I'll leave!" "It's not fair!" and "I can't afford it!"
4. Transparency: It is the openness of communication [url=http://www.gotprintsigns.com/abercrombiepascher/‎]abercrombie soldes[/url] that illustrates a level of vulnerability. Both sides are transparent with their big picture outcomes and limitations. It is much easier to focus on the larger vision of success instead of the single divisive issue.
You'll see in the next section, transparency is so powerful that it usually enables everyone gets MUCH more than they wanted. When both sides are clear about what they want and the limitations they face, surprises don't occur.
5. Time limit: Set a time limit. When will you complete your negotiation? Unless this is defined you could find yourself in a process that lasts for months. The easiest way to get the agreement on a time limit is to have a reward at the end.
One client scheduled a tee time at an exclusive [url=http://www.par5club.com/louboutin.php]louboutin pas cher[/url] golf course for the negotiation participants as his appreciation gift for a job well done. He reported, "One person in the other party was causing delays. His team mates put pressure on him to get his portion done so they could take advantage of the reward."
The flip side is the colleague who was negotiating with the [url=http://www.tagverts.com/barbour.php]barbour online shop[/url] Japanese for a complex software agreement. He had non-refundable airline tickets. The Japanese delayed on every negotiation point until the night before the flight. My friend ended up rushing through the final agreements, and it was NOT a good contract. A golf outing would have been a MUCH cheaper reward for this group.
Five Step Opening Agreement is a powerful tool that sets expectations for the ground rules of negotiation. Get everyone in agreement that this is the foundation for the discussion and you are on track for a winning session.
But what if someone won't agree?
This is a signal that you have a problem. If you continue with [url=http://www.jeremyparendt.com/Hollister-b5.php]hollister france[/url] a participant who won't agree you are wasting your time. This person is already playing games. You are talking to someone who is NOT a good prospect, and you'll be fighting battles instead of creating SmartWin solutions.
If you get this level of pushback now, what would happen if you have to work together over several months? (See article The 7 Red Flags that Indicate It Is Time To Walk Away From Your Negotiation)
"These seem to be superfluous, though," my client said. "Can't we just assume people will cooperate?"
Sometime what seems to be obvious isn't obvious. Don't assume the other party understands what you are doing or why it is important. Make it clear right up front. This is why the Birthday Boy Mark was so disappointed. He told everyone what he wanted. Yet no one else agreed with his agenda or his outcome. And he certainly didn't understand the situation from his parent's perspective.
You are negotiating an [url=http://www.jeremyparendt.com/Hollister-b5.php]hollister[/url] agreement that you'll be working with for a long time. Make it the best possible by getting your expectations out in the open. Then make sure you know what the other party really wants and needs. This way you have a tool to use if someone behaves rudely, or plays games.
Manipulation doesn't work in SmartWin Negotiation. The preliminary, Five Step Opening Agreement sets the bar for world-class behavior. Even people who've only operated with old style, win-lose negotiation discover they can create better, more profitable deals with the SmartWin Process.
[url=http://www.osterblade.com]moncler sito ufficiale[/url] So use the agreement to achieve mutual respect and a win-win philosophy. Agree that "games" aren't played and everyone shares information (big vision, not proprietary.) Set a time limit with a reward to motivate solutions. You'll discover your negotiations are smoother, less adversarial and more productive.
And unlike the Birthday Boy, Mark, you won't be disappointed in the results.

Do you wish your sales numbers were better?
Kathy Gillen helps sales teams negotiate win-win contracts that far exceed expectations and improve profit margins. SmartWin Negotiation helps you create loyal clients who laugh at the competition.
Check out the free report "Three Mistakes That Cause Your Sales to Crash!"
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