What is the Art of Negotiating?
It is the Art of Letting others have your Way …
Click ‘play’ on each of the videos below to illustrate two different styles of negotiation. Which are you most familar with?
Effective negotiation can be provocatively described as “the art of letting others have your way”. This may sound counterintuitive to what would clearly be a need for a collaborative (integrative) negotiation (left-hand video) rather than a competitive (distributive) negotiation (right-hand video). Click ‘play’ on each of the videos above for an illustration of each style of negotiation. Which would you choose?
If you think about it, however, the description makes sense. In any negotiation – whether at work or at home – we always want to try and get the other person to come around to our way of thinking! However, the way in which we do this will result in a different reaction and the aim is to get as close as you can to getting both sides to the negotiation to achieve mutual benefit in which both feel that they have achieved something. If you want to learn more, click below to read a more detailed summary of the essential skills for negotiation and – as a further option – to watch a brief 5-minute e-learning nugget.