Understand why people use offensive moves and the forms they take. In this video, Deborah Kolb explains the various types of offensive moves, and how to expect and recognize pushback in a negotiation at work.
- [Woman] When you negotiate at work you need to…be prepared for pushback. After all, you're trying to…change something, and the person you're negotiating with…likely likes things the way they are.…And if that is the case, she's gonna resist your proposals.…But not necessarily by saying no. Instead, she will resist…by using what we call "offensive moves".…We use the term "offensive" to indicate the person…you are negotiating with tries to take the offense…in the negotiation.…
The main problem with an offensive move…is that it can put you on the defensive.…How do offensive moves challenge?…They can be unexpected, making you unsure…how to respond. They make you feel defensive,…a stance from which its very difficult…to advocate credibly for what you propose.…And actually, sometimes the offensive moves…are actually offensive. They may offend us.…
Here are some common offensive moves you may encounter.…She questions your competence.…"You're not ready for this job" or…"You don't have enough experience for it,"…even though you're convinced that you do.…
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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