Hi,
Thanks for joining me this week,
As a reminder:
Each week I’ll send you an actionable tip or technique to help you become a better negotiator.
NEGOTIATION TIP OF THE WEEK
[6-Step Negotiation Mastery Framework]
Often, the very structure of our workplaces can impede effective communication.
The culture set by managers and leaders plays a critical role in shaping our interactions.
Consider the following questions to determine whether there are any blocks in your organisation:
- What is the level of support offered to you when you have to have difficult conversations with your teams? Is appropriate training offered to fully prepare you? Do you have the right physical environment to have these conversations?
- How about the ethics, values, leadership styles and culture? Do they enable or hinder effective communication? Is there a strong, pervading sense of psychological safety?
- Do people shout at others across busy offices? Is there a ‘macho’ or ‘toxic’ win-at-all-costs culture?
- How do you hold meetings? All online and remote? Held in open plan or small offices? How does this impact on the quality of the communication?
- Is there a chronic urgency culture, underpinned by micro-management and high workloads?
Do you recognise any of these blocks in your workplace? If so, consider using the following communication sequence to help you bring about positive change.
1) Mindset & Emotions First
(#1 skill of top negotiators is the ability to manage their mindset and regulate their emotions. Recognise your hot buttons)
2) Prepare to Negotiate
(Under pressure we fall to the level of our preparation. Anticipate challenges, issues, & objections, but don’t catastrophise)
3) Understand their World
(Listen deeply, and without judgement, for their point of view, beliefs and unmet needs. Bring more curiosity than assumption to the table)
4) Engage with Empathy
(Articulate back to them what you understand their position or feelings to be. This builds trust. It’s also not about agreeing with them or condoning)
5) Develop Rapport
(Rapport happens as a result of empathy, honesty and providing the other person with autonomy to choose. It’s not about finding common ground!)
6) Achieve Influence
(If you’ve taken the time to work through the previous 5 steps, you’ve likely earned the right to now seek some form of cooperation or collaboration. This is what real influence is about.)
By following these steps in order, you can systematically break down communication barriers and create meaningful change.
When used correctly, you’ll build stronger relationships and create a more positive work environment for everyone.
Even in the most challenging workplace cultures, you have the power to initiate change through your own communication style.
Resist the urge to leap straight into problem-solving.
Take your time, follow the sequence, and watch as even the most entrenched opponents lower their defences.
2 QUOTES THAT STOOD OUT TO ME THIS WEEK
“The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it.”
- Eli Broad
“There's no road map on how to raise a family: it's always an enormous negotiation.”- Dean Rusk
1 CHALLENGE FOR YOU
This week, put the 6-Step Negotiation Mastery Framework to the test.
Then, let me know how it went by simply replying to this email - whether it was a win, a challenge or a learning. I’ll feature some of them (anonymously) in future newsletters.
Until next week,
Scott
Sunday Times bestselling author of ‘Order Out of Chaos’
Let's Transform How you Handle Critical Conversations.
