When people hear the word "negotiate" they often think of haggling or arguing over price - they don't necessarily think "win-win situation." Yet, according to communication expert Dianna Booher, that's exactly what negotiation can be.
"Only recently have negotiators embraced the idea that all parties can walk away winners," says Booher. "And language plays a big part in setting the tone, shaping how people think and feel about working together, and dictating the final outcome."
Consider these tips from Booher for a "win-win negotiation":
Substitute "we" for "you and me"
Let language imply your intention to work out an agreement to everyone's advantage. Examples: "What would we have to do to get X to happen?" "How can we design this schedule so you don't have to work overtime and so we can meet the customer's deadline?" "What can we work out so that I don't have a large cash outlay upfront, and you still feel that you're not walking into a high-risk situation?"
Start with goals, then move to solutions
If you start with solutions to a problem and one or both of you can't accept the stated solutions, you may remain at odds forever. If, on the other hand, you state only your goals or motivations, then you can either accept or reject solutions as necessary and still come to an agreement that allows both of you to meet your goals.
Dianna Booher is the founder of Booher Consultants, a global performance improvement firm that works with organizations to increase profitability and market share through more effective communication - oral, written, and interpersonal. Learn more at http://www.booherconsultants.com
No comments:
Post a Comment