Are you prepared for your next negotiation?

Building Coalitions
Written By Stacia Aylward

The Challenge

Think about something that you need to negotiate with someone else. Write a list of things that the other person would really like to hear you say about this issue. Don't censor out statements just because you disagree. Look at the list of statements you created and decide which of them you can genuinely say. Consider saying them when you go to negotiate.

Why do this?

You can learn a negotiation technique. Although it may seem counter-intuitive, an important technique in effective negotiation is to say to the other party what they want to hear, assuming the statement is not insincere or a lie. Affirming as much as you can about what is important to the other party will increase their receptiveness to your needs.

This act is part of your long-term effort to lead by successfully building consensus through give and take.

What’s next?

Keep practicing this technique with your next negotiation. Pay attention to what works best so you can adjust your technique next time.

Stacia Aylward

Zelos CEO Stacia C. Aylward is an executive leader and lifelong learner with broad professional experience in envisioning and leading programs, projects and teams; facilitating and teaching adults; conducting research; and developing client relationships using proven methodologies in many government and technical fields, including economics, education, healthcare, housing, non-profit governance, IT and law. Stacia holds a master’s degree in Communication and Information, a bachelor’s degree in English, a Six Sigma black belt certification, and a Coach Approach to Leadership credential.

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