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Overview
Every day you interact with people in different situations. You buy a loaf of bread at your local bakery, talk to your children about their chores, and discuss work projects with your boss.
You may not realize it, but each of these interactions is a form of negotiation. Negotiation isn’t just for buying houses and trinkets at flea markets, but something you do every day. The question is whether or not you’re good at it. If the answer is no, then this article can help you out with some key points to remember in negotiations.
A great negotiator has three things: (1) they know their position and are conscious of where they stand on an issue, (2) have a strategy for how to get there and (3) have the right mindset.
Here you’ll learn about the five steps to becoming a great negotiator. This includes knowing why it’s important to be a good negotiator, how your high standards can help raise everyone’s standards, and how getting yours depends on what the other side wants as well.
Big Idea #1: Every interaction in life is a negotiation; you need to learn how to get more from them.
Buying a trinket at the flea market and selling a multimillion-dollar company both involve negotiation. All of your interactions involve some form of negotiation, even if you don’t realize it. Therefore, we should examine the four different forms of negotiation: buying something from someone else, negotiating with that person for more than one item (such as purchasing multiple items), negotiating to get an item or service for free (such as getting a car repair done for free), and using your personal skills to negotiate on behalf of another person (for example, hiring someone).
There are two ways to negotiate. First, you can force a person to do something by using power. This is not the most common way of negotiating, as it requires a lot of effort on your part and is often counterproductive. Second, you can get someone to believe what you want them to believe without using any power at all, but this only works if there’s no emotional attachment between you and that person.
Third, there’s getting someone to see things the way you want them to. There are three types of appeals: Ethos (appealing to authority), pathos (appealing to emotion) and logos (appealing to logic). Finally, there’s persuading someone by appealing to their emotions or logical side.
Now that we’ve looked at the different types of negotiation, let’s look at its benefits. Negotiation can get you more in every situation.
To negotiate effectively, you need to know what your goals are. If you don’t have a clear goal in mind before the negotiation begins, then it might be easy for the other party to take advantage of you and make concessions that keep them happy but move you further away from your goal.
If you’re in the hospital after a knee surgery, for example, you might want to convince your doctor that you’re OK so that he’ll let you go home. However, if he lets you leave early and doesn’t encourage physical therapy or other treatment, then it’s possible that your injury will get worse and compromise your goal of having a healthy knee so that you can play basketball again.
The more aware you are of the negotiation process, the better negotiator you’ll be and therefore get what you want.
The truth is, we all want things. So it’s beneficial to be aware of the ways we negotiate with others to get what we really want instead of just complaining about what we don’t have.
