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NEWSLETTER MAY 2015 
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NEGOTIATING REASONABLY: IMPROVING OUR SITUATIONS WITHOUT MAKING OTHERS WORSE OFF
Imposing, manipulating, persuading, convincing and negotiating are key approaches aiming at getting what we need and what we want from others.

As leaders, we are brought to negotiate with a lot of different people: bosses, colleagues, peers, team members, customers, partners, suppliers... Can we afford to jeopardise relationships, credibility, reputation, image, ethics just because we aim at reaching settlements satisfying our objectives? 
The importance of making a good deal

Let's be realistic: many of us think - consciously or not - that anything valuable we get from a negotiation equals what the others loose and vice versa.


We play a zero-sum game with a winner and a looser.

Loosing will not only cause fear of consequences, it will also engage the revenge feeling, leading to the escalation of things the next time we will meet other stakeholders.
The importance of an acceptable relationship

Overconfidence (overestimating our capacities and competences), reactive devaluation (rejecting ideas and proposals coming from people we like less), escalation of commitment (keeping act or deciding as we did in the past even when we loose value), illusion of transparency (thinking others are mind-readers) are among the main psychological mechanisms having an impact on the way we build and maintain relationships with others.

 

The importance of a good self-image

In certain cultures, people think they really succeed when they keep face.   

Losing face, though, is a complex concept.

For certain people, it happens when others refuse to make concessions, for other people, it takes place when they are criticised, disqualified or not listened to.

When people loose face, they turn into ennemies willing to retaliate.
KEEP INTUITION & INSTINCT ADD STRUCTURE & STRATEGY!
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So, what should we do? 

Being well prepared, inviting others to cooperate, understanding others's needs and interests, genuinely, accepting the principle to make concessions, changing one's mindset to "live and let live", are possible approaches.

Each situation is different.

Please contact us to discuss your specific case:
info@comempower.com - +32 475 441463