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Negotiations at work are becoming more and more common, no matter what your role at your organization. We all need to learn to negotiate. What practicalities should you take into consideration when learning how to negotiate? We’ll cover all the basics of how to negotiate: where to meet, how to communicate, which protocols to be aware of, and how to prepare.
In our daily lives, we all negotiate with others for things we want, whether the context is business or personal. But we almost always run into issues in negotiation. What’s their cause? And how can we avoid them? We’ll cover the common issues in negotiation and the best strategies for negotiating effectively.
In times of conflict, it’s natural to look for someone to blame. But are people really the problem? How can you separate the people from the problem? And why should you? In negotiation, or any conflict, it’s vital to separate the people from the problem. Use this guide to separate a person’s perceptions, emotions, and words from the real issue at hand, and learn how this can help you negotiate successfully.
What is interest-based bargaining? And how can it help you negotiate successfully? Interest-based bargaining is a negotiation strategy that focuses on the interests of the parties (what they really want) rather than their positions (what they think the solution is). Learn why interest-based negotiation is more effective than positional bargaining and how to use it for successful negotiations.
Overview of Law #48: Assume Formlessness Be flexible, fluid, and unpredictable — formless — so your opponents can’t get a fix on you and figure out how to respond. When you look and behave in conventional ways that your enemy can grasp, you’re easy to attack. Assume formlessness and change constantly to suit ever-changing circumstances and needs.
Overview of Law #47: In Victory, Learn When to Stop The moment of victory is a moment of danger because you’re tempted to press your luck. Don’t let emotions push you past your goal. Stop, consolidate your gains, and prepare for new, different circumstances. Do not go past the mark you aimed for; in victory, learn when to stop.
Overview of Law #45: Preach the Need for Change, but Never Reform Too Much at Once Everyone understands the need for change, but people are nonetheless creatures of habit. Too much change is unsettling and will spark backlash. Make a show of respecting the old way of doing things. Evoke revered history and cloak your changes in familiar rituals.
Overview of Law #44: Disarm and Infuriate with the Mirror Effect Use the mirroring technique to control people. When you mirror opponents’ actions, doing as they do, they can’t figure out your strategy. Seduce people by mirroring their emotions and interests; create the illusion that you share their values. Few can resist when you reflect their deepest needs and desires.
From an early age, we’re taught that working well with others is imperative for success. But are there advantages to having a disagreeable personality? Sometimes, the most powerful people we know are the most disagreeable. We’ll cover why some of these powerful people may be able to credit their disagreeable personalities for their success.
Overview of Law #43: Work on the Hearts and Minds of Others Win others’ hearts and minds, and you’ll have them eating out of your hand. Play on their emotions and weaknesses, appeal to their self-interest and they’ll willingly do what you want. Build broad support — someday you’ll need it. Neglect this at your peril.