Goals
One of my clients and I were discussing a strategy to an upcoming negotiation. My client described the conversation she would have with her opponent on a topic of importance to her. After listening to her go off on a topic for quite a while, I asked her how that line of conversation would serve her overall goal for the negotiation. There was a pause while my client contemplated whether what she was attempting to say would benefit her goal for the negotiation. This particular topic was not complimentary to my client’s goals, and she decided to omit it from her negotiation strategy.
Sometimes, when negotiating (or during regular day-to-day life), we tend to lose focus on our goals. We start out with a certain goal in mind and then, for one reason or another, we shift our conversation to a different topic and end up far from the point we wanted to make.
Of course, going off topic and small talk is a way of connecting with others; which is an important part of any negotiation. But we must always keep our goals in mind when negotiating. Each train of thought must serve your goal in some way. If it doesn’t, think carefully whether you really need to pursue that line of discussion. The best way to stay on point in your negotiation is to practice. It’s better to practice with someone who has knowledge and skill as a negotiator and who can direct you in the right direction.
Please contact us to discuss your negotiation strategy and to practice focusing on your goals.