Negotiation Styles

As a trainer, you can help individuals to develop their collaborative negotiating skills through thought, preparation, and skill practice. Start by determining your team members’ negotiation styles then offer a framework for creating win-win approaches to negotiation.

President John F. Kennedy once said, “We cannot negotiate with those who say, ‘What’s mine is mine and what’s yours is negotiable.’” Developing successful negotiation skills requires an understanding that the aim is to build productive alliances and explore mutual interests—not to crush the opponent. Whether people are battling over a 1.5 trillion dollar deficit reduction, striving to hit a tough profit margin goal, campaigning for a deadline extension, or selling ideas to a team, the same principles apply. Skilled negotiators know this and it’s what sets them apart from the rest. As a trainer, you can help individuals develop, Read More

Although you may not think of yourself as a negotiator (like, with a capital N), negotiating is something we all do all the time.  It’s communication aimed at mutual need satisfaction. But even though we do it all the time, there’s a lot to negotiating – and by building the right interpersonal skills and modeling our behavior on a sound methodology, we can all reach positive outcomes.  The key is knowing which skills are in need of building, and how to put them into practice. Self-assessment is the first step toward improved performance.  In order to progress, we first have, Read More

What goal do you have in mind when negotiating?  Are you looking to defeat your opponent outright?  Enter the discussion with terms that will pre-determine the results?  Empower them to make the decision?  Or work with them to arrive at a solution that suits all parties involved?  Although it may not seem so at first, a win-win outcome is almost always possible in negotiations.  The key is awareness – not just of your opponents’ negotiating style, but of your own – and how you can flex your style to arrive at the best possible outcome. Our goal at HRDQ is, Read More

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