Congratulations! You’re a Authentic Negotiator who approaches deals from a place of Clarity, Detachment and Equilibrium with the ultimate goal of achieving your objectives while staying true to yourself, not winning. Proficient Negotiators are characteristically cool, calm and collected, never allowing themselves to get emotional or upset during negotiations and always coming from a place of integrity and honesty. Because they’ve done the necessary internal preparations upfront, they remain objective and detached to achieve their objective – or not – as they’re mentally prepared for either outcome. As a Proficient Negotiator, your state of being is your ultimate technique! Existing in this state of authenticity positively impacts how you deal with others, not only during negotiations, but also in business, in relationships and even with yourself.
Authentic negotiating is not a skill, but a state of being! If your state of being is in fear, scarcity, upset, anger or rigidity, you won’t be successful, no matter how many techniques you employ.
Based on the new book, Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them, here are four ways to start negotiating from a state of authenticity:
Your context is the place you’re coming from internally – your ground of being. Do the work to distinguish your existing context and, if necessary, to reframe that context to something more empowering and useful. For example, going into negotiations with a context of learning versus desperation: by treating it as a learning experience rather than a life-or-death situation, you’ll be much calmer, more positive and empowered.
The purpose is the “why” of negotiations and influences everything else, so it’s often advisable to clarify this first. Your “why” might be to get a raise from your boss, to expand your business through a distribution or marketing deal, or to enter into a business partnership but there are often deeper cuts on these that will be much more powerful why’s. Determine your true “why” and express it in words meaningful to you.
Lastly, determine the specific intended results from the negotiations (I want x dollars, and/or x time for delivery). This is the easiest part, the nuts and bolts, especially after getting clear on your context and purpose – that’s where the real work is.
Find more valuable insight in Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them, or contact Corey to discover how he and his team can help you achieve authenticity in negotiations, business and life.
Click here to download the first chapter of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them.