To get out of stuck, you need to be able to negotiate successfully.
This week I was reviewing a book for The Corporate Toolbox written by David Holland called “Negotiate Success”.
As many of you know I am involved in several committees and the challenge in all of them is to negotiate success.Negotiate to catch your objectives
While reviewing the Ebook (free), I was reminded of the basic rules taken originally from the book “Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury.
One of the key points in any organization or association or meeting is to discover if both sides want a resolution and are willing to work through negotiation.
One situation I see so often is that one side wants their own way and is truly unwilling to negotiate or listen to any other point of view but their own. When this happens, no negotiation can occur. The meetings can turn into a screaming fest. Frustration and the desire to get rid of the “troublemaker”, the least popular person becomes the norm. It is about peace at all costs rather than finding the best solution or resolution. Negotiation is truly impossible.
So let’s assume that negotiation is possible.
The first thing you need to know the age group (generation) and culture of the person you are negotiating. This matters because the values differ, the background information differs and the way they approach a discussion differs. Each generation and culture has a different criteria for negotiating and you need to understand this before you can successfully negotiate anything
Next you need to understand the communication style and communication strategy of the person or people you are negotiating with so that you can speak to them in terms they understand. If you use words that they react negatively to, you will find that they react to those words and fail to listen to your proposal.
You now have agreement to negotiate, you understand the people you are negotiating with and the circumstances and communication styles you need to adopt, now you need to know the rules for successful negotiation.
These are the rules:
- Remember merits not people – keep the objective clear and impersonal. What will be the benefit if the objective is achieved.
- Appeal to their interests – negotiate what is in it for them (WIIFM)
- Use objective standards to move the negotiation forward. Keep away from personal and personality.
- Have a variety of options and alternatives that will satisfy you and them available during the negotiation
- Believe that there are other factors involved in the decision making process.
Negotiation is difficult. But if you learn how to negotiate you can get out of being stuck in a situation that goes no where. You can get to a situation where you achieve what it is you want to achieve . More importantly you help everyone get to a place where everyone benefits by the situation.
Good luck with this exercise but when you find yourself stuck dealing with others, check out your negotiation abilities.
Changing mindsets to get you out of stuck and excellingRoberta Budvietas, Change Agent