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How to Negotiate

How can I practice negotiation skills that let both sides win?

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Sean McArdle

Sean McArdle is a master motivator and speaker in the areas of sales, negotiation, strategic planning and personal development. His distinctions about what makes for a successful career and life come directly from his own experiences. His stories will take you on a personal journey from living under a bridge at 25 to negotiating some of the largest printing contracts in the publishing industry at 28. Since 1992, Sean McArdle has written numerous books, tapes and software programs in the areas of sales, strategic planning and personal development.

Sean McArdle's tapes series, LifeMapping: A Thinking Tool for Living Your Life On Purpose, was televised nationally in a 30-minute documercial with host and ESPN Sports Analyst, Joe Theismann. McArdle believes that the key to his success and yours is "the ability to design the architecture of a day that will bring you what you want for a lifetime."

A faculty member of the American Management Association, Sean McArdle delivers more than one hundred keynotes and seminars each year. He has shared the podium with many of today's leading celebrities, thinkers, and achievers. He is a consultant to some of America's leading businesses, including: Lucent Technologies, Northwestern Mutual Life Insurance, Re/Max Properties, and the National Association of Printers and Lithographers.

Sean McArdle is the Chairman and founder of a nationally recognized training company providing seminars and consulting to some of America's leading corporations and the U.S. Federal Government. When he is not speaking or teaching others to teach his material, he focuses on new ways to help individuals take advantage of accelerated learning skills and techniques.

How can I practice negotiation skills that let both sides win?

 

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Host: How can I practice negotiation skills that let both sides win?

Sean McArdle: The most important thing in letting both sides win in negotiating is to understand upfront what it is that is most important about the negotiation to you. So, I always advise my students right from the gate go, write down exactly what you want, nothing less, do not except anything less. Number two- exactly, what am I willing to pay to get this and step number three is what do they expect and what are they willing to pay for it. So, you want to look at the other side as well.

So, in a Win-Win negotiation where each side gets something that they want, you have to clarify for yourself before you ever start in, This is what I want. Too many times people go into a negotiation, they get feeling let down like they are not getting what they want and they just cave into the other person s demands. I believe that if you have written out in advance exactly what it is I am willing to get, exactly what it is I am willing to pay for that thing, then you know that those are lines that you will not cross in the negotiation.

Now, that is win for you. In order to make it a win for them, you have to find out exactly what it is they want and exactly what it is they are willing to pay for it and see if you can live with that. If you can, then you have got a Win-Win, if not, you have got to keep negotiating until you get there.

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