Sharing is caring: How to Effectively Share Information in a Negotiation

Sharing is caring...about what you and the other person want.

Asking questions and sharing information are key behaviors for negotiators. Sharing priorities and flexibility is essential when moving from transactional to complex collaborative circumstances. However, an information-sharing session isn’t a casual Q&A; it’s still a part of a negotiation. As a result, pressure and stress will likely exist. Here are some approaches to handling an information-sharing session during negotiation.

1. Set the agenda.

The person who sets the agenda has control of the meeting. Make sure you set the agenda for the information-sharing session in advance. Send the plan ahead so everyone is on the same page. That also creates clarity, builds trust, and develops joint ownership. It's also much more efficient by keeping everyone on track!

2. Shade important points to the top

You only have a limited time, so move your more important issues to the top of the list. It will ensure that your top points get covered. That being said, don’t list your agenda in priority order - that will give too much insight into your needs too early in the process. Regardless, if you are managing your time appropriately, you should cover everything on the agenda. That also means don't put 10 items on the agenda for a 30 minute meeting. It's not gonna happen.

3. Be clear and concise.

When sharing information, it is vital to be clear and concise. That means providing enough detail to convey your point without bogging down the conversation with too much information. Instead, be direct and to the point so everyone understands what you are trying to say. Vague doesn't help anyone.

4. Do not be afraid to pause.

Pausing can be an effective way to control the conversation and keep everyone on their toes. If you need a moment to think about your next move, pause before answering any questions. It will give you time to gather your thoughts without getting flustered or pressured into giving away more information than you want to share.

5. Expect pressure and stress.

As mentioned before, pressure and stress are likely to exist during an information-sharing session. The best way to handle this is to expect it and be prepared for it ahead of time. If you go into the meeting expecting a certain amount of pressure, you will be less likely to crumble under it when it comes up. Instead, remain calm and collected, no matter what challenges arise during the meeting, and you will be able to navigate through them effectively.

An information-sharing session allows negotiators to ask questions and share vital information to reach an agreement. It is important to remember that even though this session may feel casual, it is still a formal part of the negotiation process. By following these tips, you can ensure that the meeting runs smoothly and that everyone involved walks away with the information they need to make an informed decision about the agreement.