How to Negotiate by “Getting to Yes” We negotiate every single day of our lives. Whether we are purchasing a product from the market or convincing our children to complete their homework on time, our negotiation skills are put to the test. Honing these negotiation skills will mean investing in your success. It’s virtually impossible to imagine a world without any negotiation. Without compromise, the world would lose its ability to have win-win situations. Whether you are negotiating to receive an increase in pay or negotiating with your child to complete chores, arbitration is required. Regardless of whether you work in a large or a small organization, or whether you belong to the sales or IT department, negotiation skills training needs to be imparted. Methods to get to a “Yes” without giving in: “In any negotiation there exist realities that are hard to change.” Roger Fisher and William Ury, two noted academics, have deconstructed the finer aspects of negotiation by overcoming obstacles. It is hard to change reality, but it’s not impossible to work around the obstacles that impede your way. As an imperative for imparting human resources management training, the four principles of negotiation are critical across management levels in any organization:
Separating the parties concerned from the problem
Not bargaining over positions, but bargaining over interests
Gaining mutually by inventing options
Application of objective criteria for arriving at solutions
Arriving at a mutual agreement is not impossible. The important aspect to remember is to be flexible when implementing any negotiation style. No matter what position you hold, the negotiation style you implement in any dispute or meeting will determine aspects of your success. What is your negotiation style?
If your mentor preaches that a certain arbitration technique works, don’t hesitate to hear it out. Be mindful of the fact that as you separate the people from the conflict, all that remains is your style. This also involves inventing options when you are unable to arrive at a consensus. Here’s a look at the various styles that have been outlined by R.G. Shell that can be adopted:
Compromise: Arriving at an intermediate solution by ignoring the difference.
Compete: Having a “winner takes all” stance.
Accommodate: Yielding in and willingness to yield further.
Avoid: Keeping a distance from the negotiation.
Collaborate: Maximizing the gain for all parties by arriving at a win-win for all.
Whatever the situation, your negotiation technique and style will determine the best ways to arrive at a mutually conducive agreement. Improvising your negotiation skills at every interval might even save the deal at important times. Resource Box:
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