What’s negotiation? Why do you need negotiation skills? Learn the advantage of negotiation skills in the workplace and how to get negotiation skills training.
Negotiation, meaning a discussion aimed at reaching an agreement, is an essential soft skill required in the workplace, as well as in our personal relationships and in daily life.
The advantage of negotiation skills, meaning the ability to negotiate to win a negotiation, or find an agreement with negotiation terms that are acceptable to all parties involved, is that they can give you the skills to succeed in the workplace and in life.
The fact is, life is a negotiation and we all use negotiation in daily life. We may use certain types of negotiation in everyday life, such as during conflict resolution with spouses and kids.
Everyday negotiation examples may include buying a car, buying a home, renegotiating rent, deliberating with your partner, or getting a discount while shopping.
You’re likely to use different types of negotiation skills in the workplace, such as when negotiating with your boss, salary negotiation with HR, negotiation with customers, or client negotiations.
Whatever the purpose of the discussion, having the bargaining skills to negotiate anything can help you get what you want.
- 6 business negotiation examples in the workplace
- What are the qualities of good negotiators?
- Masterclass courses & books to learn negotiation skills
- Are virtual negotiations more effective than face-to-face?
- Understanding personality directions in negotiation
- More Business Tips & Tutorials
6 business negotiation examples in the workplace
Leaders are expected to have strong negotiation skills to achieve successful negotiation in the workplace. In fact, employees with effective negotiation skills can become irreplaceable to employers and get promoted for their ability to close deals and contract negotiations.
Developing negotiation skills is like learning an ancient art form, a sort of Zen mental jujitsu. Many companies conduct negotiation workshops and negotiation training courses as part of their leadership skill development programs for top executives.
Learning great negotiation skills can help you succeed in the workplace and advance in your career. Here are some business negotiation examples in the workplace that are required in different situations:
1. Salary negotiation skills
As an HR executive you will be required to know salary negotiation tips for recruiters and have the knowledge of compensation negotiation strategies.
Learning salary negotiation strategies and salary negotiation techniques can help job seekers confidently negotiate their salary with HR and recruiters.
Salary negotiation tips for job offers are one of the real-life negotiation examples for students and job hunters who want to learn the best way to negotiate a higher salary.
2. Leadership negotiation skills
Leaders need to learn international business negotiation strategies and different types of negotiation techniques in the workplace to help them conduct effective negotiations between two companies or manage a successful negotiation with customers and clients.
3. Sales negotiation skills
Salespeople are expected to have pitching, negotiation, and contract negotiation skills. All sales leaders are expected to know effective client negotiation and contract negotiation strategies.
4. Vendor negotiation skills
HR executives are expected to have vendor negotiation skills and procurement personnel must know procurement contract negotiation techniques and negotiation strategies in procurement.
5. Negotiation skills for lawyers
Negotiation skills for lawyers are one of the business negotiation examples in the workplace where effective conflict negotiation, bargaining strategies, and negotiation in dispute resolution are essential for reaching an acceptable agreement with all the parties involved.
6. International negotiation
International negotiation skills are high-stakes negotiation skills required by diplomats and ambassadors involved in negotiating across cultures. Diplomatic negotiation requires the knowledge of cross-cultural negotiation skills and crisis negotiation skills in the workplace.
What are the qualities of good negotiators?
Acquiring negotiation and persuasion skills is essential for ambitious employees and executives who want to advance in their careers and reach a leadership position. But what are the qualities of good negotiators?
According to the article here, the characteristics below are what experts mean when they describe the qualities of a good negotiator:
- Preparation and planning skills
- Knowledge of the subject matter being negotiated
- Ability to think clearly on one’s feet
- Ability to express thoughts verbally
- Thinks and talks about possible areas of agreement
- Considers lots of options
- Judgment and general intelligence
- Ability to persuade others
- Listening skills
- Emotional intelligence
- Awareness of the process and style of the other person
Masterclass courses & books to learn negotiation skills
What are the best activities to improve negotiation skills? If you want to learn the negotiation competency and acquire key negotiation skills to succeed in the workplace, you may want to consider purchasing negotiation training with these negotiation Masterclasses and books.
1. Chris Voss Negotiation Masterclass Online
Chris Voss is a former FBI hostage negotiator and author of the book, Never Split the Difference. His book was named by Inc.com as one of the seven best books on negotiation ever written and takes you inside the world of high-stakes negotiations revealing the skills that helped him and his colleagues save lives.
In Chris Voss’ Negotiation Course, you’ll learn the skills required for negotiation in the workplace, so you can increase your influence, gain trust, and find your voice at work — all in 30 days.
This Chris Voss Masterclass on Negotiation will teach you 12 proven negotiating strategies to use every day at work, for big meetings or small moments, and give you the no-pressure practice you need to ace any high-pressure situation, from mirroring to labeling to calibrated questions.
Learn counterintuitive tactics and effective negotiation tips and techniques to become more persuasive in both your professional and personal life in one of the best Negotiation Masterclass Courses by a negotiation expert and coach.
Take your emotional intelligence and intuition to the next level and get the competitive edge in any discussion. If you want to achieve negotiation mastery, this Chris Voss Course is the best negotiation training class online.
2. Getting to Yes by Roger Fisher and William Ury
In Getting to Yes by Roger Fisher and William Ury, you’ll learn a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. This book is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.
Getting to Yes offers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry or getting taken, and has helped millions of people learn better negotiation techniques and strategies.
3. Bargaining for Advantage: Negotiation Strategies for Reasonable People
In his internationally acclaimed book, Bargaining for Advantage, Professor G. Richard Shell, director of the world-renowned Wharton Executive Negotiation Workshop, brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be.
Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation.
He combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience.
Are virtual negotiations more effective than face-to-face?
While virtual negotiations have become more common nowadays, face-to-face communication has been proven to have a greater possibility of alleviating miscommunication and lends itself to successful negotiation.
Nonverbal communication in negotiation is important to gauge what the other party is thinking and determine the direction in which the negotiation is headed. When you’re negotiating in person, you’re more likely to pick up all the nuances of the exchange.
For the same reasons, it is also easier to create and maintain rapport in face-to-face negotiations. However, if hard negotiation pressure tactics have already created tension, negotiating by phone or email can take the edge off, provide breathing room, and minimize the fallout of such negotiation strategies.
The advantage of negotiation over email is that both parties have control over saying exactly what they want to say and how they want to say it. Since there is no ebb and flow to live conversation, the negotiating parties can keep the floor as long as they want.
On the flip side, emailing can tend to make the negotiating parties less restrained and more impulsive in their communication. This rashness isn’t always a bad thing, but it can heighten any tensions that exist.
One study found that abrupt and unmannerly exchanges occurred 102 times when negotiating via email, as opposed to only 12 times when negotiating face-to-face.
Understanding personality directions in negotiation
The importance of emotional intelligence in negotiation cannot be overestimated. Understanding the personality of the person you are negotiating with is essential to help you customize your negotiation strategies.
A personality direction is a way in which we lean most of the time, in terms of the way we act and react to most stimuli. We hate to be boxed in and categorized, but the reality is, most of the time we are predictable.
While people aren’t going to be 100 percent predictable all the time, the more discerning you become, the more you will see how predictable individuals really are. When you analyze personality directions, ask yourself the following questions:
Is your audience mostly logical or emotional?
- Think with their heads
- Go with what makes sense
- Are persuaded by facts, figures, and statistics
- Rely on past history
- Use their five senses
- Think with their hearts
- Go with what feels right
- Are persuaded by emotions
- Rely on intuition
- Use their “sixth sense”
Is your audience introverted or extroverted?
- Love to communicate
- Are talkative
- Involve others
- Tend to be public people
- Want face-to-face contact
- Keep their feelings inside
- Listen more than they talk
- Like to work solo
- Tend to be private
- Use memos and emails over face-to-face communication
Is your audience motivated more by inspiration or desperation?
- Try to get away from the problem
- Are stuck in the past, are afraid of repeating mistakes
- Avoid pain
- Want to get away from something
- Work towards a solution
- See a better future
- Are motivated by pleasure
- Want to move forward, have vision
Are your audience members or prospects assertive or amiable?
- Consider results more important than relationships
- Make decisions quickly
- Want to be in control
- Are task-oriented
- Don’t waste time
- Are independent
- Consider relationships more important than results
- Are friendly and loyal
- Like to build relationships
- Are great listeners
- Avoid contention
- Are non-assertive and agreeable
The more you understand personality directions, the better you will be able to customize your negotiation strategies. Each individual’s personality direction will dictate what types of negotiation strategies and negotiation techniques you should adopt.
Watch Chris Voss’ Never Split The Difference TEDx Talk where he draws upon his 24-year career with the FBI to show you how to use tactical empathy with the “bad, the mad and the sad” in your daily life, to never split the difference and still have great relationships.
Now that you understand the importance of having the soft skills needed for negotiation in business and life, you can do Chris Voss’ negotiation skill training online course and learn the communication and negotiation skills you need to succeed in the workplace.
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© 2022 – 2023, Priya Florence Shah. All rights reserved.
Priya Florence Shah is a bestselling author, an award-winning online publisher, and an online branding consultant. Download her free personal branding eBooks and check out Devi2Diva, her book on emotional self-care for women. In her spare time, Priya writes science-fiction novels and poetry and chills with her two-legged and four-legged kids.