Learn the typical ways that negotiators respond to offensive moves and why that can contribute to a stalemate. In this video, Elizabeth Robillard shares how to shift the dynamic by taking control of the situation.
- When the person you are negotiating with…does not want to give you what you want,…she might not say so directly.…Instead, she may challenge you by saying something…about you or your ideas that make you feel defensive.…These offensive moves are part of the normal…back and forth of negotiations.…The challenge is in how we respond.…For example, at the receiving end of an offensive move…like this will never work, or you're not ready,…our natural tendency is to become defensive.…
When we are defensive we are likely to react…with what we call a counter move.…A counter move is a denial of what is said.…The other person says this will never work,…and we say, yes it will.…When we respond with a counter move,…the conversation remains on the same terms…as the original move itself.…We haven't changed the dynamic.…Let's revisit Oliver to see this in action.…Oliver is a sales manager in a technology company…who hears that a director role is opening up soon.…
He wants to be considered for the job.…In his negotiation with his boss George,…
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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