A 5 Step Evidence-Based Framework
Workplace hostility can be challenging.
➡️ These proven techniques will help you navigate negotiations more effectively
1️⃣ Define the issue
❓ What are the problems? - work more hours, do useless tasks…
💣 What is at stake? - worse work environment, burnout, your job, your health. Be specific
✅ What are the criteria a good solution should have and have not ? - the must-haves and the no-gos
2️⃣ Assess the parts involved
👥 Who are they? - just your boss, other colleagues, an institution
👀 What are they really trying to accomplish? - this is fundamental, dig deeper!
🤝🏽 Relationship vs Issue - How much do I value each one?
⛔ Principle of Loss Aversion:
Frequently, the reasons why people WILL NOT make a deal are usually more powerful than the reasons why they WILL make a deal with you.
3️⃣ Focus on the behaviour
As much as it is planning, negotiating is a sequence of emotional interactions.
Try to separate the person from the issue.
😃 Law of Positive Affect:
People are more willing to collaborate if you elevate the mood, show empathy and validation
4️⃣ Negotiating is not about having great arguments, but asking questions.
Instead of trying to persuade the other side with arguments, ask questions.
🗣️ Try to understand what they are really interested in & how they might work together
5️⃣ Be creative. Think outside the box.
📦 Even though your position is one, there are always several solutions.
Think outside of your disciplinary domain.
🌲 Create more than one solution from the criteria. Different options = more fulfilling solution and perception of the ability to choose.
Clay-Williams (2018)
Negotiation: A VeryShort Introduction by Carrie Menkel-Meadow
Never Split the Difference by Chris Voss