Negotiating for the Rest of Us

It’s a fact, we all negotiate in our everyday life, something we have done since we first realized there was something we wanted. To “negotiate” is to bargain or broker a deal where two or more parties agree to an exchange. And in that agreement may be a compromise that satisfies all parties involved.

Unfortunately, that last sentence is an ideal scene, not necessarily a reality. For something we do daily, and especially when working out differences in a team, positioning a salary increase or securing a new job, we know very little about negotiating successfully.

Negotiation is a skill, which is good news. Or to be more accurate, it is a set of skills. This means it can be taught, something you can learn. Our focus in this week’s Learning Path Review is a collection of eleven Micro-Learning videos called, “Negotiating.”

The first video lesson called, “Introduction to Negotiating,” begins with a general overview of what it is and what to expect. Most people associate negotiations with conflict and avoid the subject altogether. This may explain why we are not very good negotiators.

Let’s take a different view by understanding it means. The word “negotiate” comes Latin ‘neg‘ (not) + ‘otium‘ (leisure). It was associated with business people who had “no leisure’ time in their workday. The word took on connotations of a ‘dialogue’ between people in the 17th century.

In this first lesson, you’ll learn that:

  • Attitude can have an impact on negotiations, whether positive or negative.
  • Never take the negotiation process or outcome personally.
  • The best outcome in negotiation depends on who has the leverage.

So, what will you learn with the “Negotiating” Learning Path? The lessons are taken sequentially, as they build upon each other. Each focuses on a skill you must have in order to improve your part in a negotiation process.

For example, the lesson “03 Styles” presents the different approaches you can take when negotiating. There are two different forms of Negotiation, as point out by Upcounsel (a legal opinion leader) – Distributive and Integrative:

  • Distributive is a hard bargaining process, often focused on a single issue.
  • Integrative is a cooperative process, often focused on multiple issues.

While there may be two forms of negotiations, there are five styles to take. This is where you learn the different approaches, their potential up, and downsides.

For example, the “accommodating” approach focuses on relationships:

  • This is appropriate when you need to win people over to your position.
  • Perhaps this is the best approach when you or your company is at fault and an important relationship needs repairing.
  • The danger with this style is that you are depending on the generosity of the other party.

All negotiations require five steps, as discussed in the lesson “07 The Negotiation Process.” These steps are simple:

  1. Prepare for Negotiations.
  2. Define the ground rules.
  3. Clarify and justify details.
  4. Bargain and solve problems.
  5. Bring closure and implement.

Keep in mind that there are personalities involved in all negotiations. Discussions about negotiation require a base understanding of “DISC” – the four personality types, what they mean and what to expect.

Each letter of “DISC” represents a personalty trait. Here is a brief summary you will learn about with lesson “10 DISC Styles:”

  • D is for “dominant” people focused on accomplishments. They tend to see the “big picture,” can be brutally honest, and demand their way.
  • I is for “inspiring” or influencers who persuade others, focused on building and preserving relationships. They don’t want to be forgotten or ignored, willing to collaborate, and enthusiastic.
  • S is for”supportive” people who are sincere, reliable, and cooperative. The challenges are this type doesn’t want to be rushed, avoids conflict, but provides supportive actions.
  • C is for “conscientious” people who are competent, places emphasis on quality and accuracy. While they demand details and fear they may make wrong choices, this personality type is reasonable and independent.

There is so much to learn about the DISC model. However, having an initial understanding is essential, something this lesson provides effectively. Negotiations always involve people.

The last lesson in the Negotiating Learning Path is “11 Strategies.” Never start the process without listing possible outcomes you consider acceptable. Then determine your strategy, as well as recognize those used on you.

Negotiating” is just one of the 100+ Learning Path found with Ability Platform. Each collection of related video-based lessons are organized for you by subject matter experts, so you can start immediately to improve your skills. Remember, MaxIT’s mission is for you to become a top performer in your industry.

Don’t have access to the 100+ Learning Paths? Then register for a Free 7-Day Trial and start with the “Negotiating?” Learning Path, today. This collection of micro-learning lessons empowers you to meet those challenges you encounter every day.

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