Preparation
The basis for a successful negotiation is a well-prepared negotiation. Collecting and analyzing all facts related to the issue and separating assumptions from facts help clear misconceptions, eliminate misunderstandings and shorten the negotiation cycle. The optimal formula is to spend three times longer in preparation than in actual negotiation.
The at-home worker needs to spend quality time ascertaining all facts related to the business, study the relevant legislation in place, make note of possible benchmarks, understand the key areas of encouragement and disadvantages of working from home, and other factors before negotiating on any issues related to working from home.
Understanding the Big Picture
A critical characteristic of successful negotiators is appreciation and understanding of the 'big picture' or complete details on what all parties want. This ability to see beyond the 'demands' of the opposite side and understand why the other party negotiates the way they do helps in identifying a common ground and close the deal.
The at-home worker, like all workers need to understand the big picture when negotiating for the payment rates, work schedule and the like. Understanding the companies requirements while negotiating to work from home help fix a deal on mutually convenient and acceptable terms.
Creative Options
Successful negotiators never remain rigid and generate creative options to get what they want.
Research suggests that more than half of the total business negotiators struggle to create or uncover options outside price dimension. Applying creativity help to negotiate based on other dimensions such as spatial relations, time relations and the like. The at-home worker could use such creative options while negotiating for prices or work schedules.
Another related basic negotiation skills is prioritization. Very often negotiation takes place on multiple issues. A good negotiator prioritizes important demands and tries to effect a positive conclusion on such demands first, even if it entails giving in or compromising on matters of lesser importance.
Adopting a Win More-Win More Approach
The outcome of any negotiation falls into any of the following categories:
- Lose-Lose, where both parties loose and do not get what they want
- Win-Lose, or Lose-Win, where on party gains at the expense of the other
- Win-Win, where both parties gain through compromise
- Win More-Win More, where both parties agree to collaborate to unlock synergies
Traditional negotiation theory advocates adoption of a win-win approach as the key to successful negotiation. A win more/win more approach is however a more sustainable way to gain competitive advantage, especially for the at-home worker.
Organizations allocate resources only for their relative strategic advantage, and often either pitch for a win-lose option or do not negotiate at all rather than settling for a win-win compromise. A win more-win more approach helps organizations leverage their resources.
A win more win more approach by the at-home worker helps incorporate the diverse multicultural belief systems while interacting with people across the world in the global workplace.
Understanding Strengths and Weaknesses
The art of successful negotiation lies in understanding one’s strengths and limitations. Top negotiators spend time analyzing the way they negotiate, especially under pressure or deadlines and try to improve on their weaknesses or limitations.
An understanding of the strengths and weakness also entails accepting the realities of organizational power equations. An at-home worker, usually out of sight of the corporate office is often at as disadvantage compared to regular workers whose physical proximity help establish a good rapport with people that matter. The at-home worker needs to understand such realities and either bridge such weaknesses or work around such weaknesses.
References
- Potgieter, Jan. The 5 Key Characteristics Of Successful Negotiators
- Shah, Ken; & Shah, Param, J. Negotiating Skills
Image Credit: royblumenthal/flickr.com
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