Quick summary of what I learned from completing a Lynda certification on Negotiation Foundations for my negotiation skills class at Penn State Mont Alto.
2. Basics of Negotiations
Three core practices
Check to make sure the conversation partner is available to give you their full attention.
Engage and connect to the person or persons
Ask open ended or diagnostic questions
Four basic tactics: Take things slowly
Listen
Label
Mirror
Silence to help nudge the conversation forward.
3. Getting Ready to negotiate
Preparation is key
Define what you want as well as what the other party may want
Research
Write your opening statement and memorize it. Don’t just wing it.
Make a list of potential pushbacks. Anticipate anything they could possibly say.
4. Engage your allies
Principals of influence
Reciprocity
Consistency
Social Proof
Liking
Authority
Scarcity
5. Getting through and past no
Conflict Styles
Compete- I win you lose
Collaborate-I win you win
Compromise- I win and lose and you win and lose
Avoid – I lose you lose
Accommodate- I lose You win
No is not the end but the beginning of a negotiation
Instead of doubling down and being more assertive when hearing no ask diagnostic
questions instead and try to reach an agreement.
6. Saying no
You can also say no. You don’t always have to agree to everything someone asks.
Ways to say no
Curiosity no
Helpful no
Appreciative no
Saying no with a possible future yes
No with a specific future yes
No when you don’t know
No with values
Positive no
7. Dealing with contentious tactics
Identifying the common tactics
Integration
Promises
Shaming
Persuasive Argumentation
Making Threats
Tips
Focus on the problem not the person
Get at the root of the problem by asking questions, listening and paraphrasing
8. Negotiation hacks
Schedule conversation in the morning
Try to find a mutual place to have the conversation
Bring some warmth. Coffee, tea, or even food
Express disappointment in the right situations
Anchor with a specific number or a range? It depends