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Author: David Haynes

"Negotiation is a dialogue between two or more people or parties" (Wikipedia)

Just as all of us who work are part of a sales organization, ALL of us who interact with others are involved in negotiation. However, negotiation has gotten a bad reputation, based upon the 'win at all costs' that exist in today's hyper-competitive business environment. There seems to be a notion that negotiation is about getting the other side to surrender, as expressed in this quote:

"Negotiation means getting the best of your opponent" - Marvin Gaye

I believe something different. I have some experience in negotiating - with a weak position, with a strong position, out of necessity, as the 'hired gun,' and even when I desperately wanted to be anywhere else but at the negotiation table.

Those who manage people in a business environment, negotiate with their team members all the time. Team members negotiate with their team leads also. It is a two-way street.

Here are some things I have learned - maybe these observations will help you in your next negotiation.

So, where can we get some guidance?  I personally like the "GROW" process:

The GROW process also works for conflict resolution and mentoring. If you are not familiar with the process - check it out.

"The most important trip you may take in life is meeting people half way." - Henry Boyle

This post was originally published on David’s blog Connecting the [Data]...

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       David Haynes
David Haynes, NCARB, PMP, LEED AP
Ideate Director of Consulting

David is a Registered Architect, Project Management Certified Professional, who previously had his own architectural practice and was President of a commercial design–build construction company for 15 years. A graduate of University of Arizona, he has worked as an Architect, contractor, developer and as a national construction manager for a national retailer. David currently provides business process analysis, data integration, and change management solutions for AEC clients across the United States involved in the design and construction industry. Follow David on Twitter.