In this video, Elizabeth Robillard uncovers how to evaluate the good reasons for saying no to what you propose. Recognize that people see themselves as operating from good intentions.
- One of the best ways to prepare for a negotiation…is to anticipate the other person's good reasons…for saying no to your proposal.…In order to do this, you need to really understand…their context and motivations.…A problem in most negotiations is that…we tend to have a distorted view of ourselves…and the other person.…We see ourselves and our actions…as strategic, insightful, flexible, and collaborative.…We're the one taking the long view.…We are the hero of our own story.…
In contrast, we often think of the other person…as a short-term thinker, opportunistic, non-strategic,…rigid and competitive.…But here is what we often fail to recognize.…Just as we see ourselves as motivated by good intentions,…the other person sees herself that way too.…We all believe that we operate…from good strategic intentions…with the best interests of the organization in mind.…To negotiate good agreements, we need to appreciate…that our negotiating counterparts see themselves…in the same way.…
It means we need to find empathy for their points of view.…
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- Review methods for avoiding common negotiation pitfalls.
- Determine what you really want.
- Clarify how and when to use your bargaining power.
- Recall strategies for making mutually beneficial agreements.
- Recognize ways to anticipate potential responses.
- Use turns to respond and restore your position in a negotiation.