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Life Wisdom: You Don’t Get What You Deserve, You Get What You Negotiate

Life Wisdom: You Don’t Get What You Deserve, You Get What You Negotiate

There seems to be an emphasis on the value of technical knowledge or skill in today’s world. It could be assumed that only the most talented end up with what they want whether it’s a job promotion or the power to choose the type of work they want to do. After all, hard work and dedication is what leads to the best jobs, right? Although that is mostly true, there are outliers who manage to always get their way and do so easily. You know the type. He’s not particularly talented but somehow appears to have it the easiest. Chances are, this person has learned the art of negotiation.

What Makes Good Negotiation?

“In business, you don’t get what you deserve, you get what you negotiate.” – Chester L. Karrass

What exactly is “negotiation”? Simply put, it is the process of coming to an agreement when two parties have differences. A successful negotiation occurs when both parties gain a mutual benefit. Good negotiators are able to get what’s best for themselves without damaging the other party.

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A classic example of great negotiation comes from studying how Mahatma Gandhi negotiated the independence of India from British rule in 1947. Through a combination of style, meticulous planning, patience, compromise, and execution, Gandhi was able to negotiate a successful independence from Britain without lifting a single weapon. It remains one of the most successful negotiations in political history.

The Art of Negotiation

Usually neither party has an advantage initially, but by keeping the following tips in mind you will be well on your way to a successful negotiation.

1) Listen.

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It’s so simple which is why it’s amazing how so many people mess this up. Don’t just listen to the words. Successful negotiators go beyond that by putting themselves in the other party’s shoes and understanding what he or she wants so that they can meet in the middle. Listening bridges the gap and makes the other side feel respected.

If you are negotiating with your boss for a pay raise, ask him specifically how you can do things differently to make his life easier. If you show him that you can deliver, then you will be in a much better position to negotiate a salary boost.

2) Make sure everyone walks away happy.

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What’s the point of negotiating if it is just for the benefit of one party? Both parties are there because they both want to win. If you accomplish a win-win outcome, you will be more likely to succeed in the future as other people will be more open to negotiating with you, knowing that you are reasonable.

Let’s say you are negotiating with your son who wants to eat chocolate after school before he finishes his homework. You want the work done and he wants chocolate. If you negotiate an agreement where he can have chocolate after his homework is done, then both parties win. He still gets to eat his chocolate and you got him to do his homework without yelling.

3) What do you have in common?

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It’s always better to focus on what you and the person you are negotiating with have in common rather than focusing on differences. Negotiation can be contentious, but it doesn’t have to be stressful. For example, if you are negotiating for a lower price on an old board game at a garage sale, a good approach would be to strike a conversation with the owner by asking him which is his favorite. By building up that rapport through your common love of board games, you will be more likely to get a reduced price.

Successful negotiation is a highly desirable skill that can be learned. With good negotiating skills, you will be able to help others get what they want while also achieving your own goals and desires.

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Joseph Chan

Freelance Writer

10 Personality Disorders Many of Us Aren’t Aware Of Life Wisdom: You Don’t Get What You Deserve, You Get What You Negotiate How to Learn from an Expert of Any Field for Free All Successful People Have a Self Actualized Mindset. Do You Have It? Why Some Leaders Are More Admirable Than Others

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Last Updated on October 30, 2019

How the Stages of Change Model Helps You Change Your Habits

How the Stages of Change Model Helps You Change Your Habits

Change is tough, there’s no doubt about it. Old habits are hard to shift, and adopting a new lifestyle can feel like an uphill battle!

In this article, you will learn about a simple yet powerful model:

Stages of change model, that explains the science behind personal transformation.

You’ll discover how and why some changes stick whereas others don’t last, and how long it takes to build new habits.

What is the Stages of Change Model?

Developed by researchers J.O. Prochaska and Carlo C. DiClemente over 30 years ago[1] and outlined in their book Changing For Good, the Stages of Change Model, also known as the Transtheoretical Model, was formed as a result of the authors’ research with smokers.

Prochaska and DiClemente were originally interested in the question of why some smokers were able to quit on their own, whereas others required professional help. Their key conclusion was that smokers (or anyone else with a bad habit) quits only when they are ready to do so.

Here’s an illustration done by cartoonist and illustrator Simon Kneebone about the different stages a smoker experiences when they try to quit smoking:

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    The Stages of Change Model looks at how these conscious decisions are made. It emphasizes that change isn’t easy. People can spend a long time stuck in a stage, and some may never reach their goals.[2]

    The model has been applied in the treatment of smoking, alcoholism, and drugs. It is also a useful way of thinking about any bad habit. Social workers, therapists, and psychologists draw on the model to understand their patients’ behaviors, and to explain the change process to the patients themselves.

    The key advantages to the model is that it is simple to understand, is backed by extensive research, and can be applied in many situations.

    The Stages of Change Model is a well-established psychological model that outlines six stages of personal change:

    1. Precontemplation
    2. Contemplation
    3. Determination
    4. Action
    5. Maintenance
    6. Termination

    How are these stages relevant to changing habits?

    To help you visualize the stages of change and how each progresses to the next one, please take a look at this wheel:[3]

      Let’s look at the six stages of change,[4] together with an example that will show you how the model works in practice:

      Stage 1: Precontemplation

      At this stage, an individual does not plan to make any positive changes in the next six months. This may because they are in denial about their problem, feel too overwhelmed to deal with it, or are too discouraged after multiple failed attempts to change.

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      For example, someone may be aware that they need to start exercising, but cannot find the motivation to do so. They might keep thinking about the last time they tried (and failed) to work out regularly. Only when they start to realize the advantages of making a change will they progress to the next stage.

      Stage 2: Contemplation

      At this stage, the individual starts to consider the advantages of changing. They start to acknowledge that altering their habits would probably benefit them, but they spend a lot of time thinking about the downside of doing so. This stage can last for a long time – possibly a year or more.

      You can think of this as the procrastinating stage. For example, an individual begins to seriously consider the benefits of regular exercise, but feels resistant when they think about the time and effort involved. When the person starts putting together a concrete plan for change, they move to the next stage.

      The key to moving from this stage to the next is the transformation of an abstract idea to a belief (e.g. from “Exercise is a good, sensible thing to do” to “I personally value exercise and need to do it.)[5]

      Stage 3: Preparation

      At this point, the person starts to put a plan in place. This stage is brief, lasting a few weeks. For example, they may book a session with a personal trainer and enrol on a nutrition course.

      Someone who drinks to excess may make an appointment with a drug and alcohol counsellor; someone with a tendency to overwork themselves might start planning ways to devise a more realistic schedule.

      Stage 4: Action

      When they have decided on a plan, the individual must then put it into action. This stage typically lasts for several months. In our example, the person would begin attending the gym regularly and overhauling their diet.

      Stage 4 is the stage at which the person’s desire for change becomes noticeable to family and friends. However, in truth, the change process began a long time ago. If someone you know seems to have suddenly changed their habits, it’s probably not so sudden after all! They will have progressed through Stages 1-3 first – you probably just didn’t know about it.

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      Stage 5: Maintenance

      After a few months in the Action stage, the individual will start to think about how they can maintain their changes, and make lifestyle adjustments accordingly. For instance, someone who has adopted the habit of regular workouts and a better diet will be vigilant against old triggers (such as eating junk food during a stressful time at work) and make a conscious decision to protect their new habits.

      Unless someone actively engages with Stage 5, their new habits are liable to come unstuck. Someone who has stuck to their new habits for many months – perhaps a year or longer – may enter Stage 6.

      Maintenance can be challenging because it entails coming up with a new set of habits to lock change in place. For instance, someone who is maintaining their new gym-going habit may have to start improving their budgeting skills in order to continue to afford their gym membership.

      Stage 6: Termination

      Not many people reach this stage, which is characterized by a complete commitment to the new habit and a certainty that they will never go back to their old ways. For example, someone may find it hard to imagine giving up their gym routine, and feel ill at the thought of eating junk food on a regular basis.

      However, for the majority of people, it’s normal to stay in the Maintenance period indefinitely. This is because it takes a long time for a new habit to become so automatic and natural that it sticks forever, with little effort. To use another example, an ex-smoker will often find it hard to resist the temptation to have “just one” cigarette even a year or so after quitting. It can take years for them to truly reach the Termination stage, at which point they are no more likely to smoke than a lifelong non-smoker.

      How long does each stage take?

      You should be aware that some people remain in the same stage for months or even years at a time. Understanding this model will help you be more patient with yourself when making a change. If you try to force yourself to jump from Contemplation to Maintenance, you’ll just end up frustrated. On the other hand, if you take a moment to assess where you are in the change process, you can adapt your approach.

      So if you need to make changes quickly and you are finding it hard to progress to the next stage, it’s probably time to get some professional help or adopt a new approach to forming habits.

      The limitations of this model

      The model is best applied when you decide in advance precisely what you want to achieve, and know exactly how you will measure it (e.g. number of times per week you go to the gym, or number of cigarettes smoked per day). Although the model has proven useful for many people, it does have limitations.

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      Require the ability to set a realistic goal

      For a start, there are no surefire ways of assessing whereabouts in the process you are – you just have to be honest with yourself and use your own judgement. Second, it assumes that you are physically capable of making a change, whereas in fact you might either need to adjust your goals or seek professional help.

      If your goal isn’t realistic, it doesn’t matter whether you follow the stages – you still won’t get results. You need to decide for yourself whether your aims are reasonable.[6]

      Difficult to judge your progress

      The model also assumes that you are able to objectively measure your own successes and failures, which may not always be the case.[7] For instance, let’s suppose that you are trying to get into the habit of counting calories as part of your weight-loss efforts. However, even though you may think that you are recording your intake properly, you might be over or under-estimating.

      Research shows that most people think they are getting enough exercise and eating well, but in actual fact aren’t as healthy as they believe. The model doesn’t take this possibility into account, meaning that you could believe yourself to be in the Action stage yet aren’t seeing results. Therefore, if you are serious about making changes, it may be best to get some expert advice so that you can be sure the changes you are making really will make a positive difference.

      Conclusion

      The Stages Of Change Model can be a wonderful way to understand change in both yourself and others.

      While there’re some limitations in it, the Stages of Change Model helps to visualize how you go through changes so you know what to expect when you’re trying to change a habit or make some great changes in life.

      Start by identifying one of your bad habits. Where are you in the process? What could you do next to move forwards?

      Featured photo credit: Unsplash via unsplash.com

      Reference

      [1] Psych Central: Stages Of Change
      [2] Boston University School Of Public Health: The Transtheoretical Model (Stages Of Change)
      [3] Empowering Change: Stages of Change
      [4] Boston University School Of Public Health: The Transtheoretical Model (Stages Of Change)
      [5] Psychology Today: 5 Steps To Changing Any Behavior
      [6] The Transtheoretical Model: Limitations Of The Transtheoretical Model
      [7] Health Education Research: Transtheoretical Model & Stages Of Change: A Critique

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