Whether you realize it or not, we negotiate all the time. Negotiation is defined as: A discussion aimed at reaching an agreement. We negotiate with spouses, children, bosses, coworkers and even strangers on a daily basis. What’s also interesting is that most people walk into negotiations wearing armor made of smiles and script. But underneath? Fear. Fear of risk. Fear…
We hear the word “no” from clients, colleagues, spouses and our children almost on a daily basis. Most people think “No” means stop. They hear it and immediately retreat, assuming the “deal” is dead. That’s a mistake. In reality, “No” is just the start. It’s not rejection—it’s protection. It’s a sign that the other person is defending their position, trying to…
Oftentimes in negotiations, people slip up by asking the wrong questions. Bad questions can quickly turn a good negotiation sour. For example, don’t ever ask “Why” questions in a negotiation because that will most likely instigate a defensive response. Asking “why” questions forces the other side to defend their position and makes them feel backed into a corner. The best…
By using mirror and reflection techniques in negotiations, you are letting the person on the other side of the table know you are listening and ready to work with them.
Our voice reflection is such a powerful verbal tool in negotiations. We can literally use our voices to reach into people’s thinking and effect their moods by flipping their emotional switches.
Don’t be in such a hurry to come to a solution or conclusion, but instead… slow down. Going too fast is a common problem all negotiators make.
Listening is the cheapest yet most effective concession we can make while in the throes of negotiating.
To be a master negotiator: Keep in mind that negotiation is what makes conflict potentially meaningful and productive for all parties.
The ability to negotiate effects how you deal with customers, interact with your boss and coworkers, and even how you communicate with your spouse and children.
“Learning Conversations” What kind of conversations are you having? When conversations get a bit tense and sometimes heated we are faced with a decision to make. We can either choose to have a “I’m right, you’re wrong” conversation where we are trying to prove our point, or we can have “learning conversations” where we remain open to someone’s perception and…
