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Michael Saltzstein on Leading Win-Win Negotiations

 

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Michael Saltzstein Shares Tips on Leading Win-Win Negotiations

Not all negotiations have to result in someone losing. Win-win scenarios are possible, especially when an excellent negotiator presides over the meeting. Regardless of the trade-offs, both parties in a negotiation must feel comfortable about the outcome to be considered a win-win situation. According to Michael Saltzstein, there are negotiation strategies that one must know to lead a negotiation that's beneficial for opposing parties. 

When negotiating, one must know that both parties have different standpoints. People have opposing goals and have various means of achieving them. Effective listening is critical to a successful negotiation. It would be impossible to reach a win-win situation if you don't listen to both parties fairly. Whether you're on one side of the meeting or presiding over it, you must be prepared and knowledgeable in the matter at hand. 

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Determine goals and objectives. Don't go into a negotiation without a clear goal in mind. Without it, the negotiation would be pointless, points out Michael Saltzstein. Listen to the other party's goals and objectives as well. That way, you're able to establish a fair playing field. Be empathic while being confident. There should be no room for arrogance in a negotiation. However, be sure to operate with confidence and empathy. Maintain a positive outlook and tone. It creates a favorable environment for both you and your opponent. Part of reaching a win-win situation is keeping a positive environment. 

Be sure to ask questions. Don't feel bad for asking for clarification, says Michael Saltzstein. Often, seeking clarification lets the other party know you are serious about your goals. Bump complicated issues to the top. Settle hard hitters first. This way, you can breeze through easy issues after resolving the hard ones. Present your offer justly and honestly. There should be no space for pretense. Set clear terms and conditions before heading into a resolution. It ensures that both parties agree and are willing to commit to the decision. 

Michael Saltzstein specializes in alternate risk financing, loss control, strategic alignment, and win-win negotiations. For similar reads from Michael Saltzstein, head over to this blog.

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