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When you think about it, life is a series of negotiations. The American Heritage Dictionary defines negotiate as conferring with another or others in order to come to terms or reach an agreement. You negotiate with others far more often than you may realize–negotiations that include interactions with family and friends, getting the best deal on a consumer purchase, and a wide variety of business activities.

Though effective negotiating does come more easily to some than others, it’s a skill that anyone can learn and everyone should. Though the consumer culture in the United States doesn’t leave much room for negotiation–you’re not, for example, likely to be able to dicker over price in a major department store–there are still plenty of opportunities for negotiating. The clerk at Bloomingdale’s might not have the authority to give you a discount, but the owner of a small store certainly could. And if you’re in business, you’ll find yourself negotiating on a wide range of issues on a daily basis, from prices and terms with vendors to salary and benefit packages with employees.

Fundamentals of negotiating

There are three fundamental components of negotiating: listening, obtaining information, and overcoming objections, and they occur simultaneously. To be a good negotiator, you don’t need to be pushy or overbearing, you don’t need to be the loudest or most forceful speaker, and most importantly, you don’t need to be offensive. Successful negotiations come from understanding these three components and using them in a way that results in a win-win transaction.

Good listeners place as much or more emphasis on what others are saying than on what they themselves are saying or planning to say. You can develop your own listening skills by changing your attitude from one that is self-centered to one that focuses on the other person. When you are truly focused on what the person you are negotiating with has to say, the information gathering process is enhanced. And that brings us to the second component of negotiating: obtaining information.

In order to propose an acceptable agreement, you need to understand what both parties need. You already know, of course, what will work for you; asking good questions and then listening carefully to the answers is a very direct and quite effective way to find out what will work for the other person.

Finally, as you negotiate, you will have to overcome objections. Many people fear objections, but a good negotiator welcomes them. Why? Because what is often perceived as an obstacle is really just a request for more information. When people seek more information, it usually means they are looking for reasons or ways to make the deal work.

Objections typically come in the form of questions but may be statements. If possible, find out what’s behind the objection before you respond to it. You may discover that it’s not really an objection at all.

Good negotiators are not adversarial or challenging. They listen, gather data, and address concerns, then offer a proposal that will work for all parties. Develop and refine your negotiating skills and you’ll find that every aspect of your life will become much smoother and more rewarding.

Public speaking is fun, and can be very rewarding with the proper preparation. The following steps will help you breeze through your next presentation.

1. Prepare well. Do your research, and develop a checklist of your needs. You’ll include the usual items (laptop and projector, for example), but don’t forget a marker and/or pointer, your reading glasses, and other details. Don’t rely on memory. It’s too easy to forget those things.

2. Anticipate questions from the audience. You can’t plan for all, but answers to a half dozen or so of the most likely questions should be committed to memory.

3. Develop notes or a script, especially if you’re not using PowerPoint. Don’t try to wing it. Notes keep you on message and help keep you on time. An outline format works best.

4. Rehearse, rehearse, rehearse. I can’t emphasize this enough. Try to get your material down cold. This will maximize your eye contact and create a more natural, conversational tone. Practice responding to the questions you listed in Step 2, especially if you’ll be nervous during the presentation. By practicing, your answers will sound more natural and confident.

Record yourself, if possible. Listen for any glitches (um’s, ah’s, you know’s), as well as any other speech patterns that should be corrected.

5. Arrive early. This gives you a chance to get accustomed to the room and test your equipment a final time. You can set up the presentation area to your liking, and acclimate yourself to any distractions, such as outside noise, poor lighting and odd acoustics. Mingle with the audience for a bit. That will help settle any jitters.

6. Don’t let a mistake bother you. Everyone slips up on occasion. Plow on. If you forget something, try to come back to the point, or skip it. Your audience will never know what they didn’t hear. If it’s a more obvious glitch – say, you bump into something – mutter an “oops” and move on. Don’t dwell on it, as that will just draw attention to the error and make you feel more uncomfortable.

7. Speak frequently. To maintain your edge, get out and speak whenever possible. Rotary, Kiwanis, and Lions clubs, among other groups, need speakers on a regular basis. They enjoy a variety of subject matter, so don’t feel you’re confined to business-related topics. I’ve spoken about amateur radio; what hobbies can you talk about for 20 minutes or so?

Seminars and other presentations help you refine your communication skills and enhance your professional development. Take advantage of any opportunity to speak before an audience. You’ll enjoy the experience.