16. How To: Negotiate an Agreement -- Education and Careers

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<Whether you are negotiating a business contract or the use of a cubicle, it takes tact and understanding to reach an agreement.

Here are some ways to take the sting out of negotiating.

Steps -(06)-

1. Ask questions to find what the other side wants. Try to step into the other person's shoes to see the problem from his or her point of view.
2. Communicate what you want. When you speak, make a point instead of just arguing. Focus on understanding and addressing everyone's needs.
3. Summarize conflicts of interest and obstacles to solutions.
4. Break down what you want into specific details so you can search for areas of agreement.
5. Keep talking until you find a solution that meets your mutual interests.
6. If you reach an impasse, end the meeting and reschedule it for another time. A few days of work might spark some new ideas.

>Tips<

See yourself and the other person as two team members searching for a solution, rather than as opponents.

Stay calm. Nothing is negotiated successfully if both parties are agitated.

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Avoid taking things personally. When someone is attacking you, he or she is usually just attacking your position.

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