Thisarticlewas originally published on .cult byKalen McKlevey..cultis a Berlin-based community platform for developers.
Either one side adapts or both parties walk away.
While these negotiations happen, they arent what most of us experience in our day-to-day life.
Dont get me wrong; negotiation happens every single day.
Im merely stating that not all of them are intense battles.
They dont require a huge power struggle either.
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It wasnt until I recognized the importance of this skill that I decided it was learning time.
So, I looked for the best books on the subject and decided on the two summarized below.
Four Principles of Negotiation:
1.
We dont want to give up ground or be wrong.
Instead of discussing it that way, determine each partys interest and what theyre willing to let go of.
By doing so, you could find ways to accommodate each partys interest without losing ground.
Generate a variety of options before settling on an agreement
Brainstorm ideas separately from negotiating the final decisions.
By exploring ideas in a safe space, the creative juices flow freely.
When creating win-win solutions, objectivity helps us determine how we can find options to win easily!
This key idea lets you walk away easily from negotiations that would affect your interest in a negative way.
Overall Getting to Yes demonstrates that finding alternative solutions where both parties win, makes negotiation easier.
Lets dive into some of the main points of the book.
Chris Voss highlights using a calm, positive, casual tone.
Even in tense discussions, this tone helps reinforces and maintain a safe environment for negotiation.
How does this build rapport?
Labeling
Utilize tactical empathy, mirroring, and active listening, to label how others feel.
This requires noticing expressions and tones to get a read on how the other person is truly feeling.
By labeling, you show your understanding, and you also reinforce the feelings expressed in the conversation.
If they respond with thats right, that means youre hearing them.
Calibrated Questions
Use questions as a way to give control to the other party.
By asking them calibrated questions, you get their help in solving the problem together.
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