Negotiation Skill Techniques Personal Use Ebook

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Part 4: Communicating Clearly to Get What You Want

"You can have brilliant ideas, but if you can't get them across, your ideas won't get you anywhere,"...Lee lacocca. lacocca was one of the better communicators of our time and what he said is certainly true in the world of communication.

It's not only words that set up clear communication - it's your appearance, tone-of-voice and being able to assess the person you're communicating with. For example, you don't communicate with a coworker the same as you would the CEO of your company.

How you communicate during the negotiation process is one of the factors that will determine if you leave the table getting what you want - or not. Keep in mind that you can't be too clear in your communications. You can bore the person, insult the person or talk over his head, but you can't be too clear.

Improving the clarity of your communication skills may take practice, but it is attainable. This section will show you how to hit the mark with what you say and to avoid saying the wrong thing. You'll learn how to organize your thoughts before the negotiation process and how to choose coherent words that express exactly what you want to convey.

Organizing Your Thoughts

Organizing the thoughts you'll need for the negotiation process is almost scientific in the way you proceed. You'll first need to clarify your point of the entire process. This is likely the main goal you've set, such as obtaining a raise. Then, explain why you should have the raise. This is simple logic.

Here are some ways you can organize your thoughts so they will be communicated clearly and accurately and without a lot of 'fodder' between the major points:

List your main points. Think through the main points of the negotiation process clearly and make them as logical as you can. Avoid fillers that just take time and veer away from the main thought.

Make it simple. At first, break down the negotiating points into simple language. You can always go back later and use more technical terms after you're sure the counterpart has a clear understanding of what you're saying.

Simplify numbers. If you have many numbers to present in the way of dollars, measurements or anything that requires numbers, simplify them if you can by presenting in graphs or charts.

Avoid jargon. Don't make your counterpart guess at what you're attempting to define. Spell it out exactly and avoid using technical words or words that are 'catch phrases' for the business.

Ask if you're being understood. It's perfectly alright during the negotiation process to pause and ask your counterpart if he or she understands or if you have been clear about what you're attempting to convey.

Being sure that your counterpart in the negotiation process understands what you're trying to say is imperative to successful communicating and organizing your thoughts is a good way to be sure that happens

Barriers and Distractions to Clear Communication

Most of the barriers for clear communication come from you. Distractions can occur at any time, but if you choose the time and location for the negotiation with care there will be less chance of those occurrences.

Here are some barriers and distractions that you should be aware of and take steps to eradicate before you sit down at the negotiation table:

Hurt Feelings - You may fear that if you express yourself clearly, you'll hurt the other person's feelings. Never avoid being clear because you fear confrontation, even if the words you have to use are bound to cause the other person distress. But, do be aware of the other person's feelings and let him or her express what they want to say by listening carefully.

Rejection - Rejection is another barrier to clear communication that you must overcome in order to communicate clearly. Even if you know that the information you deliver may cause a response that ends the negotiation process, you must be clear in your delivery and without fear of rejection.

Confusion - One of the worst results of poor communication is confusion on the part of your negotiating partner. Fallout from the result of confusion can damage all parts of the negotiation process and make it impossible to come back to the table and try again.

Interruptions - Don't interrupt the person who's speaking - ever. Wait until the speaker is finished and then ask him or her to clarify a point or tell him your interpretation of what he's trying to say.

Fatigue - If you're too tired to think clearly, try and reschedule the negotiation time or take a few moments to clear your head by drinking a caffeinated beverage or going on a walk to get some fresh air.

There are other barriers to a successful negotiation that can sabotage everything you've worked for. Depending on the type of negotiation you're working on, try to come up with several that fit your scenario and think of ways you can avoid them.

Exercises for Part 4 - Communicating Clearly to Get What You Want

Nobody wants to communicate poorly. It's extremely important in all aspects of the negotiation process for you to assess your communication skills and take steps to improve in areas where you lack assertion or the ability for clarity. Here are some things you may want to take into consideration:

1. Think about your communication personality. It may help if you ask a friend or family member for their assessment of your communication skills. If he says you ramble or interrupt, practice on those particular skills.

2. List the main points of an upcoming negotiation. For example, write down the exact thoughts you have about the subject of the negotiation. Then, go back and simplify the points by breaking it down into understandable parts.

3. Also, for an impending negotiation, write down what barriers or distractions you might encounter during the process. Think of the location of the negotiation and what you might do to limit distractions so that you can think more clearly.

4. Assess your own fears that could be barriers to clear communication. If you fear rejection, think of what could happen if you are rejected - for a job, a relationship, the house you want to purchase or anything that might initiate a rejection.

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