There are three keys to true negotiating success. If you master these three keys, not only will you have much more success in negotiating but you will be able to apply them to be a more effective leader. The three keys are Clarity, Detachment and Equilibrium (CDE) and they are the fundamental framework of Authentic Negotiating.
Clarity: Authentic negotiators know what will and won’t work for them on every significant term and what their true bottom line is – from a place of clarity, not ego. In addition to doing the external preparation, there is a body of internal work that great negotiators do to get aligned and clear on their true objectives.
Detachment: Authentic negotiators can walk away from a negotiation with no hesitation – not from a place of anger or upset, but from a place of detachment with no judgment or hard feelings. They have a preference that the deal gets done or they wouldn’t be taking the time to negotiate but they understand that the only thing worse than not getting a deal done is doing a bad deal and they trust that – whatever the outcomes – it’s for the best.
Equilibrium: Authentic negotiators don’t let emotions dictate their actions, instead they maintain equilibrium during the heat of tough negotiation to stay present and preserve their clarity and detachment. They develop the tools and practices that support them in not getting triggered or thrown off even during heated negotiations or in the face of manipulative tactics.
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