Negotiating a deal can get tense, especially in today’s climate, where people tend to see things in black and white and take sides. But through my work as a beauty entrepreneur and brand manager, I’ve learned the nuances to finding practical solutions. Here are six simple ways to meet in the middle—and still wind up with exactly what you want.
Understanding the other person’s point of view and motivation can help you come up with a fair resolution. It also generates goodwill which can bolster a business relationship. If you go in bulldozing with an all-about-me attitude, it can get very expensive – and it’s unlikely the other party will give you what you want.
Before you go into a meeting, decide what kind of outcome you can live with. What is the immediate impact? What is the long-term impact? Something that might not seem valuable in the short term may end up being very beneficial in the long run, so it’s important to take that into consideration. For example, maybe a client isn’t willing to pay you the fee that you want, but working on the project will provide you with experience and contacts that can ultimately help your career.
If you take all of that into consideration and still find yourself at an impasse, ask yourself “Can I give more without compromising peace of mind?” If the answer is yes, give a little. If the answer is no, it may be time to walk away—or at least let some time pass and reconvene later.
So much communication takes place over email, which isn’t always the best way to do business. When you meet in person, you are better able to explain yourself if you need to, which prevents misunderstandings. You can also read peoples’ body language and feel their energy, which allows you to intuit what they are thinking. It’s also important to write down your key points before a meeting, as gathering your thoughts ahead of time ensures you communicate clearly and effectively.
This sounds simple, but you’d be surprised how few people really listen—and absorb—what the other person is saying. Most people will tell you exactly what they want if you have the patience to listen. I’ve started to focus on being a really good listener, and it’s been amazing. I’ve found people reveal themselves if you give them the space to do so.
Not everyone likes a direct approach, but most people respect it. I’m direct, and I find it very refreshing when other people are direct. Here’s what I’m looking for, this is what I want. There are no hypotheticals or guessing. Approaching an issue in a matter-of-fact way saves time and prevents unnecessary confusion. It also shows confidence.
Understand your capacity, and workload, and decide what you can realistically deliver. You may be inclined to say ‘yes’ to something in the spirit of compromise, but if you can’t deliver, don’t make that promise. I no longer feel bad saying ‘no’ if I don’t have time – and it’s equally important to know when it’s time to let go and walk away from a project. I don’t make promises like that because I never want to break a promise.
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