The New Rules of International Negotiation

Negotiating is an integral part of everyday interactions in businesses and organizations. Negotiating to Yes offers the opportunity to prepare and plan content and strategies for a successful negotiation—international and at home. That’s the easy part. We often plan what to say and seldom plan the questions to ask. Are you and your team practicing the behaviors that lead to success in negotiations?

• Do you wonder if you often give in too soon? Or too much?
• What can I do? They have all the power…do they?
• Have you been able to influence the other side to accept your idea?
• What can I do with a ‘cement head’, his only response is ‘No, can’t do it.’
• How do you get the resources needed for your project? Or to get your job done?
• How much should I ask for? It’s my career on the line.
• The deal is big, yet the talk is small. How can I move it forward?
• How can I build trust with someone who is not trustworthy?
• Did I ask too little? Or, did they respond too soon?

“Shoot the messenger” does apply to negotiations. The results of any negotiation depend on who you send—what they say and how they say it. Yes, it is the messenger! CDL makes behaviors quantifiable and measurable. The concrete labels of behaviors make it easy to pick one up to use over one that is less effective.

As a global leader, you work with complexity every day. Taking a breath and breaking down the components of negotiations by practicing the action steps below in your local and international negotiations will dramatically improve your effectiveness.

• Effectively preparing and planning the content and strategies for a negotiation.
• Managing behaviors to create a collaborative environment
• Conducting a negotiation to an acceptable agreement
• Using appropriate behaviors for a diversity of cultures

So what are you waiting for? It’s not too late to start negotiating better.