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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- 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.