From the Dean's Desk

Finessing Your Way to “Yes”

This issue of NotaBene focuses on negotiation. I have come to believe that negotiation is neither an art nor a science. It’s an exercise in endurance.

People who master the do’s and don’ts of negotiation are able to successfully position themselves as valuable contributors to the organization where they work—and to advance their own careers.

The best negotiators are successful in managing their emotional response by maintaining their balance and staying in control. They have figured out how to connect with their values and articulate purpose and meaning in every word and action. They are great listeners and practice the art of clarifying questions. Those who are able to manage the other side’s denial, anxiety and anger by acknowledging—without always agreeing—generally come out ahead at the bargaining table. Most important, they have mastered the art of using their power constructively. Here are a few other negotiation pointers:

1. Approach the discussion with confidence. Any sign of doubt will turn into an immediate bargaining disadvantage. Even body language has to be taken into account—this is no time for knuckle-cracking.

2. Show that you’re grateful for the meeting, but don’t pander. Your time is valuable, too, and you are there because you have something to offer.

3. Leave the negotiating target room to wiggle. Don’t get yourself into a “take it or leave it” situation. Go into the meeting knowing what you’re willing to give up.

4. Pin them down. Make the other party agree to a timetable and don’t leave the room without some agreement on the follow-up. Don’t give out your home number, which will appear too eager or desperate. Office phone and e-mail is plenty.

5. The final offer. If you reach a point in the negotiation when you are prepared to state your final offer, mean it and understand there may be no turning back.

As you read this issue of NotaBene, I urge you to be on the look-out for ideas that could improve your skills and make you a better, more effective negotiator.

For further information about the School of Business & Technology at Webster University, please visit www.webster.edu/sbt/dean.

Regards,

DeanAkandeSignature

Benjamin Ola. Akande

Dean