3 steps to getting what you want in a negotiation | The Way We Work, a TED series
Negotiation: A Dance, Not a Battle
Understanding Negotiation Dynamics
- Negotiations are often perceived as confrontational battles; however, they should be viewed as a collaborative dance where parties move in sync.
- Daily negotiations occur at work for various needs such as salary increases, promotions, and resource allocation.
- Entering negotiations with an aggressive mindset can hinder success; effective negotiation is about relationship building rather than domination.
Preparation is Key
Research Before You Negotiate
- Conduct thorough research to determine realistic expectations for your requests, such as salary ranges based on industry standards.
- Use resources like industrial reports and professional networks to gauge appropriate compensation levels instead of relying solely on past salaries.
- For less straightforward requests (e.g., remote work), understand company policies and consider the broader impact on team dynamics.
Mental Preparation Strategies
- Prepare mentally by acknowledging that emotions like fear and anxiety are common during negotiations; develop strategies to manage these feelings effectively.
- Adopt a defensive pessimism mindset to anticipate potential obstacles and prepare responses in advance. This approach helps maintain focus during discussions.
- Practice emotional distancing by detaching self-worth from negotiation outcomes; recognize that acceptance or rejection of requests does not define personal value.
Empathy in Negotiation
Understanding the Other Party's Perspective
- Anticipate the needs and challenges of the other party involved in the negotiation; consider their pressures and risks associated with your request.