Informed Decisions for Success
In these times of recession, vast uncertainty and global economic downturn, we may want to take a step back and reassess or be forced to reconsider the reasons for our goals, business strategies and other key decisions. But before taking any further paths to implement previously approved plans, consider some guidelines for making sound decisions as if you were to make them afresh today. Think about establishing clear goals that will address two areas of need. Ask the question about the quality of the decision- is it the right one for these times and market circumstances? And can you be assured of continued commitments and support from key stakeholders who have an interest in your future success? This group would include your employees, managers, lenders, vendors and clients. Are your plans devised to serve the long term and short term interests of the enterprise? Consider and devise methods in advance to resolve issues and conflicts that you may imagine can occur. What will be the impact? Be ready with your back up plan B and C if you can. Use these times of course corrections to increase your intellectual knowledge base and learning's so that you may strengthen your chances for greater future success. If you've already paid a price, get the benefit of that investment and don't pay the same price twice.
Working Toward a Successful ‘Yes’ Agreement
In last month's article, I discussed how you can assert a Positive No, which is the ability to express your values while declining some part of an agreement or request. As a follow on to reflections from the William Ury book, "The Power of a Positive No," here are some thoughts on concluding your negotiation to achieve a mutually satisfactory agreement.
The No you expressed will probably be construed as a rejection so you don't want to terminate the discussions there, assuming you prefer to continue the relationship. As you may be closing one door, you want to be sure to open a second door. At this juncture, you can assert real value and make progress that may not have been possible before.
After hearing the No, frustration will probably occur to the other party which may result in anger and diminish your chances for an agreeable conclusion. What can you do with that negative energy? Make a positive proposal. Express a common Yes that will show respect for the interests of the other party. Your ability to recognize and satisfy the other's interests will facilitate a mutually acceptable agreement assuming your interests will be met as well. You will be successfully persuading the other to accept your offering because you will be meeting his needs. After the suggested agreement, the other party will now have the opportunity to express a No to you. This is certainly a risk that the negotiation may break down. But unless there is a 'win-win' outcome, the agreement will be short-lived anyhow. You can feel comfortable that you expressed your No and you fairly gave the other the same chance. If he feels he was persuaded unfairly, negative feelings may persist and ruin the possibility of a joint agreement. There is an old adage that says 'a man convinced against his will, is of the same opinion still.' Manipulation by talking someone into something if they really don't accept the value and agree is not a successful long term strategy.
