Personal needs are individual, powerful motivators. How will you remember this – particularly during the give-and-take of stressful negotiations?
In sports, the more results-oriented the participants the higher the ratio of time spent in practice and rehearsal. Few would consider walking on to the playing venue unrehearsed. Yet, in our ENS International negotiation strategy development consulting work, we find this is rather the norm than the exception.
Our client faced a major renegotiation with significant pressure from the other party on terms and time deadlines. Working with us before each meeting, the negotiating team set process objectives and tactics to slow the pace of negotiations. Both parties were satisfied with the terms and timing of the negotiations.
Women can't negotiate. Oh really? On the contrary we are always negotiating. We just don’t give ourselves credit for it – in fact do we actually realize that we are doing it? Think of those conversations with your manager, your client, your team, your partner, your children – anyone with whom you have an ongoing relationship - where you needed an outcome. What did you do? How did you get there?
