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Negotiation InformationThe Six Rs for Changing MInds and Overcoming ResistanceThis article borrows from Howard Gardner?s book, ?Changing Minds? (2004). In order to get people in conflict to cooperate or collaborate sufficiently to settle or resolve their differences, and perhaps achieve reconciliation, it is necessary that they change their minds. The reason they are in dispute is because they are of two different minds about a particular thing, which is what they are fighting over. People do not change their minds easily. Some people are prepared to be burned at the stake, literally, rather than change their minds, or admit to a change of belief. People cling to the artifacts of their own minds with great stubbornness. This is called resistance. When a mediator seeks to bring parties together, she will encounter resistance. If there were no resistance, if changing minds was easy, there would be no need for mediators. Better Internal ProposalsA colleague of mine has a problem. We belong to the same association and he's been trying for quite some time, without success, to get support for one of his proposals. The Ultimate Truth in PersuasionOK, so you want to improve your persuasion power right? Win-Win Power NegotiatingLet?s talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn?t normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win. Negotiation: A Compromising PositionNegotiating is a hot topic these days for a good reason. It is difficult to imagine a more vital managerial skill than the skill of negotiating. Effective managers must be superior negotiators. Without solid negotiating abilities, managers will inevitably make serious mistakes in dealing with people at all levels, both inside and outside their organizations. As negotiators, managers must concern themselves with substantive issues and their continuing relationships with people. If they push too much, they may create hard feelings and a desire to exact revenge. If they are overly concerned about getting along with others, they may lose in many substantive areas, thereby negatively impacting upon their department and their organization. Negotiating: Forcing vs CompromisingForcing is a hard-nosed approach that makes heavy demands from the outset. Emotions are displayed frequently, few concessions are made, and the bottom line may be concealed. This technique is used when the other side is determined to make you lose, or in one-shot deals. One advantage of this approach is that it normally uses less time than other approaches and leads to total victory if you have more power than the other side. The disadvantage of forcing is that it can lead to stalemate if the other side uses the same approach. The other side can also become resentful and vengeful. Avoiding and Accomodating in NegotiationThe avoiding approach to negotiating is characterized by losing, leaving, and withdrawing. No commitments are made, and behavior is impersonal. Use this approach when you would get hurt by staying or when you want to change the ground rules. It is useful when issues are trivial and is helpful when the other side has much greater power. Its disadvantage is that the problem is left unresolved, and this can result in nothing getting done if too many problems are swept under the rug. In the avoiding approach, at least one of the parties displays a subtle reluctance or unwillingness to resolve the issues. This approach is of little use for those working with organizations as it strains relationships and prevents the building of trust between the parties involved. Using this approach can also increase the other party?s resistance to negotiation. What Are The Four Types Of Negotiating Outcomes?Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. Obviously, the goal in a cooperative negotiation is for both parties to walk away with their needs being satisfied. Familiarize yourself with the four different negotiating outcomes and make it your goal to aim for a mutually-beneficial outcome. How To Communicate Using SpaceWhat Is Proxemics? Resolve Conflict In 6 Easy Steps - The BEDROL MethodThe principles of Negotiation can work for you in any situation, but often people ask me, ?Well, its often a fact that conflict happens unexpectedly. What if I don?t have time to prepare? Can negotiation skills be used on the spur of the moment?? The answer is YES. The principles of Street Negotiation were created and battle-tested on the streets and it?s power lies in its ability to be used to resolve any conflict anytime. Conflict can be resolved in six easy to learn steps, acronymed as BEDROL(TM). That is: Back-up plan, Emotional control, Defusing their anger, Reframing, Options, and Letting them choose their fate. Negotiate Your Way to a Better Salary1. Be persuasive: It's hard to force your boss to increase your compensation, and trying to do so can potentially damage your working relationship. On the other hand, it's much easier to persuade her or him that it might benefit the organisation to pay you more, and that doing so will likely improve the way you deal with each other going forward. Making the Deal: Women as NegotiatorsNegotiating is no game. It is not for the weak or the fragile. It takes assertiveness and someone who feels comfortable in the mano-a-mano world of business. Can women negotiate the deal as well as their male counterparts? Absolutely! In some cases, they may even do a better job. Women have a definite edge at the negotiating table because of their instincts and natural power of persuasion. How To Deal With A ComplainerHow To Deal With A Complainer How To Make An Inflexible Bureaucrat See You As A PersonInflexible Bureaucrats Are Characterized by: Are You Scaring Away Potential Customers?When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers turn around and run to the competition? |
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