Raise a problem without being seen as the problem by offering options. In this video, Elizabeth Kolb explains the importance of proposing more than one option to make it more likely that they will chose one versus saying no.
- When you negotiate at work,…inevitably, your purpose is to make some kind of change.…Maybe you want a new role or assignment,…more credit, more resources.…The challenge you face is that when you raise an issue,…in the other person's mind, you can become the problem.…And if you are seen as the problem,…it is unlikely that you will be able to negotiate…for the changes you want.…Bosses don't like problems, they like solutions,…so there are two strategies you can use.…First, you can anchor with options.…
And two, you should be prepared to propose multiple options.…So, let's first define anchoring.…In negotiation, research shows that the first person…who puts out an offer frames a subsequent discussion.…That first offer is called the anchor…because it will limit and enable the way…a negotiation will proceed.…In a car negotiation, the anchor is the seller's…initial asking price.…In a little end negotiation,…the anchor is the options that you bring.…You wanna anchor with an option that is favorable to you,…but that also work for the other person.…
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- The importance of negotiation
- Avoiding common negotiation pitfalls
- Determining what you really want
- Gathering relevant information
- Understanding bargaining power
- Determining your best alternative
- Anchoring your negotiation with options
- Making mutually beneficial agreements
- Anticipating responses
- Getting negotiations started
- Asking good questions