by Chuck Doran, Senior Negotiation Trainer
Dan Pink presented a lecture on sales at the Royal Society for the encouragement of Arts (RSA) that raised a number of interesting ideas that relate to negotiation. His talk covers a number of topics, but there are a few points of particular relevance to someone with an interest in negotiation.
He presents the idea that people face the perennial challenge of selling something. In other words they will continue to encounter negotiations of varying scale in their lives. In his own words, "convincing or persuading people to give up something they value (attention, effort, money, time, etc.) for something you can offer…" Citing examples such as convincing colleagues to spend time and energy working on your project as opposed to another one.
The takeaway, then, is that learning to negotiate skillfully is essential for most...
Businessdictionary.com defines the Self-Fulfilling Prophecy as “[E]xpectations about circumstances, events, or people that affect a person’s behavior [such that] he or she (unknowingly) creates situations [that fulfill] those expectations.” In other words, your predictions about a situation (and therefore how you act in that situation) will cause those predictions to come true.
But what does this have to do with you as a negotiator? More than you think. In a typical negotiation with at least two partners per side, your beliefs about them, and what you anticipate from them, will influence your actions, which will in turn influence their reactions. When your counterparts on the other side of the table are in disagreement with each other, they look to you to confirm or disconfirm their various hypotheses. Therefore, your actions inevitably and directly prove one side correct and the other incorrect, thereby empowering one faction over another,...
By Carl Kjellman, MWI Staff
Visiting my family for the holidays comes with a few guarantees. Among them: someone will be admonished for the unacceptable state of the dishwasher. “It was loaded incorrectly last night. Do you know anything about this?” After decades of this line of accusatory questioning, responding “for the love of all that’s holy, this is not that big of a deal” is second nature to most of the family. Predictably, this doesn’t usually go over well. Tempers flare, resentment festers, and the dishwasher invariably continues to be loaded sub-optimally.
It’s all too easy to get wrapped up in long-standing familial dynamics; because we’ve often been repeating a few interactions our whole lives, breaking out of a long established pattern is invariably difficult and sometimes painful. It may entail sacrificing some short-term gains, however, in the context of...