Negotiating with Improv

Blog 6Negotiation skills are critical to be successful in life. Whether your negotiating with a toddler, or an important prospect for your firm, knowing how to reach a win-win scenario takes skill. Conducting a successful negotiation requires six major skills—and those skills are really based on the principles of improvisation.

  1. Take your ego off the table.

To succeed in negotiations, we need to take the egos off the table and drop our agendas long enough to truly listen—and with respect for all involved. Don’t come in assuming you have the right answer. Negotiation is an activity between you and another person – not you and yourself.

  1. Respect the other party.

This goes right along with the previous principle of taking your ego off the table. Take the time to learn about who you’re negotiating with. What is important to them? What are they trying to accomplish in negotiating with you? Doing this will help you come to the negotiation prepared to comprise, and feel good about it.

  1. Be in the moment (focus).

As I have stressed in other posts, it is important to be committed to the moment you are in. As an actor, if I’m asked to be a tree – well, I’d better commit to being a pretty great tree. The same goes for your negotiation. Come prepared, come willing to listen to the other party and be prepared for the unexpected. You can only do these things if you are focused and committed to the moment.

  1. Listen to the other party’s needs and wants.

In a previous post, I wrote about the importance of listening to understand, not to respond. Of all the situations where that is important – this would be one of them. And remember, this is not just listening with your ears, but with your eyes. Especially important in negotiations is the ability to read emotions and feelings of those involved. Listening, watching, and understanding what the other party needs and wants will help you respond effectively.

  1. Adapt to the situation.

You’ve done your research on all the different possible arguments against your position, you’ve studied out and tried to understand the party you’re negotiating with and you are committed to the moment, you should automatically be a shoe-in to “win” – or get what you want from the negotiation, right? Well, maybe – but you still don’t know what exactly the other party wants, which is why listening is so important so that you can then ADAPT to any unforeseeable changes. It’s just a fact of life, things are unpredictable. So as paradoxical as it sounds, try to prepare yourself for the unexpected – be focused on the moment and go with it as it comes, being confident that you’ve put in the effort to be prepared as much as possible.

  1. Yes, and…

When you do your homework and are able to identify the possible “yes, but…” statements that will most likely be made, you can create strategies to provide “yes, ands…” for each of those concerns. By recognizing a potential objective, you can create a solution that diffuses the issue.

Learn more about how you can leverage improv to improve your career and future negotiations – visit today and download a free chapter of my book, Improv is No Joke.