Negotiation Skills In A Week by Author

Author:Author
Language: eng
Format: epub
Published: 2019-02-05T16:00:00+00:00

Reviewing your own attitudes

Let’s look at an example. Your manager has told you to cut back your team’s hours, and the best way to do this would be to make someone redundant. You are concerned that this will cause negative attitudes or even conflict among your team, making you feel that you have to be more insistent and take a more hard-line attitude. This, in turn, might make change more difficult and result in a bad working atmosphere.

Alternatively, you could take a softer, more consultative line, which might bring constructive ideas from the team and engender a better atmosphere. It may even lead, for example, to everyone agreeing to a cut in their hours to ‘save’ their colleague.

Creating the right atmosphere

Experienced negotiators recognize that there are four possible outcomes to a negotiation:

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