In this video, Elizabeth Robillard encourages you to assess what you already know about who you're negotiating with. Use what you know to frame the negotiation to get off on the right foot.
- When we prepare for a negotiation, we tend to focus…on the issues we wanna discuss and ignore…other important factors.…For example, how and when should we…initiate the negotiation?…Getting workplace negotiations off the ground can be tough…and some of the reasons have to do with the different ways…people respond to problems or ideas.…As you prepare to negotiate, it is also important to use…what you know about the other person and their…preferences for hearing new ideas.…It means using what you know about the other person…in your preparation.…
In workplace negotiations, we typically know the other…person well including their negotiation style.…Still, we often fail to make use of this information…as we prepare to negotiate.…First, you can use what you know as you think about…setting up a negotiation meeting.…Does the other person like to know ahead of time…about the substance of the meeting?…Does he want to have an agenda?…Does he avoid focusing on a meeting until he's in it?…The second way to use what you know is to consider…
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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.