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Negotiation is a skill that almost everyone uses in their daily lives. For leaders, negotiation is critical to move a business forward and achieve significant profit growth. Negotiations are not only with vendors and customers but also occur internally with employees, regarding promotions, raises, time off, and project assignments.

What types of negotiators are there? According to the book, Bargaining for Advantage by G. Richard Shell, there are negotiation styles/strategies. It is possible to use a different one depending on the situation, but most people tend to fall into only one category.

• Avoidance – you do not like to negotiate so you just don’t.
• Compromise – this involves each side coming to some agreement where the gains are equal between them.
• Accommodating – this is where you are being nice and accommodating, but you are the one who has the most to lose.
• Competitive – this strategy will work well in situations where it is expected that the parties negotiate competitively, but are abrasive and/or unrealistic, i.e. buying a car.
• Collaborative – this approach can be viewed as the most creative, but also the most time-consuming. This consists of brainstorming ideas and resolving tough issues to come to an amicable offer.

The negotiation process is further complicated because there is the issue of a real value and a perceived value. When introducing a product or service to market, the perceived value could be drastically different then what the company had hoped to charge. Extensive research needs to be conducted before the launch with the hopes that this intelligence will lead to better negotiations. Unfortunately, some leaders “shoot from the hip” and/or ego gets in the way so the negotiations falter.

The leader needs to have a clear understanding of the entire situation to be equipped to handle counter offers and pushback. He/she also needs to be realistic in terms of future business dealings. Even internally, if a staff member is denied a raise, then that person may start to look to change jobs. This could lead to a higher cost to hire and train a new person and could lower morale which has an even higher negative impact.

What type of negotiator are you? Where can you fine tune your negotiation skills? My father has an expression “talk is cheap” meaning you can always ask because the worst you will hear is “no”. Leaders are more than capable of doing this but they do need to think longer term on how this action can affect the business in near and long-term.

Other “N” words to ponder – notoriety and new.

A Clear & Present Vision requires my vision to have direction, my purpose to have clarity and my mission to be present:

The Presence of my Mission is essential.

My Mission is ever present.

It is forever being presented to my Self.

I have a choice to accept it or not.

It is my present from my Soul.

It is my gift to my Self.

When I have Presence, I accept my gift with gratitude.

I can only accept my mission in the present.

I receive my orders on a day to day basis.

Taking my mission a day at a time puts it into order.

It is always presented at the right place and in divine time.

My orders are my direction.

I always have a choice of how I receive them.

When I receive my direction with clarity & presence, there is no confusion, there is no frustration and I am never lost.

My mission is to have the presence to accept it with faith, and the faith to accept it as it is presented.

The Clarity of my Purpose has great emotional power.

With great power, I have purpose and I am clear on my purpose; my purpose is clear.

It requires emotional power to have purpose.

With emotional power, I feel the measure of my purpose.

Without power, my purpose is unclear.

It is clear that my purpose is to align with my emotional power.

I align with my emotional power by being who I really am.

I disconnect from my purpose when I am not reflecting my Soul with clarity.

A lack of power and a lack of purpose causes confusion in my Self.

I travel with purpose when my inspiration and my aspiration are empowered.

I am inspired by my purpose and I aspire to fulfill my purpose to be who my Soul has chosen me to be.

My Vision is my Direction.

The question is: “What direction is the direction of my vision?”

My vision is vital to my journey.

It aligns me on my path in life.

It is the direction of my life-path.

It is like a compass point.

It shows the way of my Soul.

No matter how far I travel on the path of my Soul, my vision remains there to guide me.

My vision shows me the way.

My directions come as messages.

When I hear my messages, I see my direction, I know my vision and my path is illuminated.

The messages may differ and the direction may alter but my vision remains the same.

My messages appear when I am apparently off-track.

The direction of my vision keeps me on-track.

With clarity, direction & presence, I know that I am on track.

When confused, lost & frustrated, I know that I am not.