Negotiate anything, anytime.
Negotiations and persuasive communication are the skills most requested by business professionals. Communicating in the workplace requires tact, awareness, timing and the right words.
Here are three more key elements for successful negotiating and persuasive conversations:
1. Keep control of your emotions.
Negotiations trigger your emotions when you fail to realize that you are an adult speaking to another adult. Too frequently people fall into the “child-to-adult” role where pleading replaces negotiating. If you find that your emotions are surfacing excuse yourself from the situation rather than blundering ahead while blubbering. Get a hold of yourself–you’re an adult.
2. Know what you want–specifically.
Don’t leave the details of your request up to someone else. I once negotiated the terms of my firing. (Yes, everything is negotiable!) I was young and caught off guard (most people are) and found myself losing control. (see #1 above) I stated that I wanted further discussion but that I needed to leave the building for a short time. This gave me time to make decisions about what would serve me best in the next few weeks. I came back and asked for 1.) an office 2.) in another building where I could make calls 3.) a receptionist that would receive and forward my calls without comment and 4.) at least 3 weeks to conduct my job search. I don’t know where I got the nerve to ask for this but I felt the firing was unjustified. I got everything. And I got a job with a 43% increase within a week. Know what you want.
3. Know who you are talking to.
Will you be speaking to a dominant personality with a tendency toward angry outbursts? Or will you be lucky enough to be engaging a logical person or someone with high empathy? Tailor your communication to the behavior type you’ll be persuading or negotiating with.
Negotiating is a learned skill necessary for business success. Invest some time to learn the language and you’ll begin to feel at ease in any persuasive conversation.
Misunderstanding a job role causes more issues than simply lost production. Customer complaints, lost business, public safety or legal issues are all at stake.
Clear communication takes more than a paragraph in a handbook or a few sentences uttered by human resources or a manager. Ideally, the job function conversation should occur not only during the interview and orientation process but throughout the first ninety days.
Here are a few ways to clearly communicate the role of a job to decrease misunderstandings:
- Verbally describe the role including tasks and expectations. The challenge here is to be both specific and broad. Use stories and examples to help create a picture that words alone fail to illustrate. Communicate the desired outcome graphically.
- Written job descriptions are critical to compliance. Don’t rely on an initialed checklist indicating the new hire has read and understood the information. Written communication alone does not address questions adequately and leaves the new hire without an appropriate venue for voicing questions or concerns. Take the time to review and expand the job description using real examples.
- Use a detailed description of a typical day or scenarios the new hire might encounter. Again, using a story format helps put the new hire into the picture.
- Describe situations outside the job description the new hire would be expected to handle. Give end-result expectations and examples.
- After giving a verbal and written description ask for feedback in the form of a summary–not a list or recitation–but a description of how they see the function and their role in making it happen. Ask how they would handle a situation and encourage details about the end results. Listen for any disconnects between their “idea” of the job and the actual expectations of the job. What is not being said is more important than what is being said.
- Ask for where they see their biggest challenge in their job. Ask for a strategy for achieving results. Do not let “hopefully, I can…” be an acceptable answer. Hope is not a strategy. Too frequently new hires are skilled at giving the appropriate answers but have no intentions or aptitude for actually doing the function.
Clearly communicating policy, processes and job function is a part of your job if you hire or manage people. Spend more time on this critical message upfront and enjoy fewer misunderstandings in the future.
If you want more tips you can use on the job be sure to get your FREE 6 part audio series by putting your name and email in the boxes to your upper right. Now, pick up a copy of Misunderstood! The Fast Guide to Communicating at Work-What to Say, How to Say It and When to Shut Up, for dozens of tips and techniques that can change your life.
One of the great understandings in life is the realization that not everyone thinks the same way that you do. And so it goes with communication.
Misunderstandings occur when you fail to communicate in the way others want to want to listen. The solution is to make a shift in your style that better matches the recipient. You do this by using words, intonation, pacing and gestures that resonant with them.
The challenge is to incorporate this into your daily communication.
Here are some guidelines for making a quick determination of communication style types:
- When greeting someone for the first time, notice how quickly they move. Is it quick and determined or slower and relaxed?
- What about their gestures? Are they sharp and staccato, animated, measured or barely visible?
- Is their posture displaying confidence, timidity, friendliness or overload?
- Do they appear approachable or inaccessible? Do they make direct eye contact or shy away?
- What emotion does their face reveal? Do they have an easy smile and grinning eyes, a polite half-smile and concerned eyes, little or no smile with darting eyes or a resolute mouth and purposeful eyes?
You can begin to make changes in the way you approach and communicate with others by noticing these physical characteristics. Make it a game to observe the people you work with, on the street and at home.
Quickly shift your energy and physicality to better match theirs and watch what happens. Think of this as dancing with different partners. You don’t need to become someone else you simply need to learn how to move together so you glide smoothly across the room without stepping on each others toes.
The study of communication styles is exhaustive but if you apply this simple method you can begin to communicate with less effort and enjoy fewer misunderstandings.
If you would like to learn 29 more tips and techniques just grab your FREE 6-part audio series on “The Power of Effective Communication” by putting your name and email in the boxes on your upper right. Or simply pick up a copy of Misunderstood! The Fast Guide to Communicating at Work-What to Say, How to Say It and When to Shut Up. Get it today at Amazon.