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How to Win Every Negotiation Even When Your Opponent Is Winston Churchill

How to Win Every Negotiation Even When Your Opponent Is Winston Churchill

Negotiation is an everyday human interaction — a process that takes place when two or more people with different stances try to work together for a mutually beneficial result. This includes anything from an employee/employer discussing a pay rise, to a customer trying to get better deals, to a mother/son discussing leaving home. Negotiation happens all the time, but most rarely realize it. This is why negotiation skills are something that everyone should take up.

In a negotiation, compromise is key.  Each party will likely have to sacrifice something to get what they want, and they may not get all that they want.  Negotiation without compromise will never work. Here I will help you get the best out of a negotiation without sacrificing too much benefit to please others.

Know Your Counterpart and Know Yourself

Identify your position.

This will make you strong yet flexible, and less susceptible to rash decision-making or influence from your counterpart, even when negotiations become intense.

  • Specify your objectives. Envision what the ideal outcome will look like to you.  Be specific. Articulate what the conclusion to your negotiation is so you know how to work towards it.  Now do a reality-check.
  • Ask yourself – what might I need to sacrifice to get what I want?  Categorize these items into what’s negotiable, and what isn’t. This helps you identify two important parameters: (i) your ideal outcome and (ii) your minimum acceptable outcome – the point at which you are no longer willing to negotiate.
  • Prepare a backup action in the event that the negotiation does fail. Otherwise, you’ll be a weak negotiator, making regretful sacrifices under pressure in order to come to an agreement at any cost.

Identify their position.

Get as much information as possible about what your counterpart really wants. If you can understand what they truly value, you can offer them an appealing solution that also benefits you.

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Both parties should disclose all of the points that are up for negotiation. When you both know what’s at stake, it becomes clearer where you can both benefit (a win-win scenario) and where some give-and-take will be necessary.

Say a disgruntled employee who used to be conscientious suddenly complains about her salary. At face value, your main options are to increase her pay for doing the same work or refuse and risk losing her.  However, when you take the time to talk with her, you discover that it’s not really about the salary. She has high ambitions but was overlooked for a recent promotion opportunity. Then you can propose to support her to help her rise in the company.

Build Trust, Not Enemy

A key goal in any negotiation is to build trust. Earning trust helps you both during the negotiation and in the longer term.

Even with difficult negotiations, always be the party open to finding a mutually beneficial solution. Remain professional and follow the above steps, from preparation, to manoeuvring, to the negotiation’s conclusion.

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Firstly, being professional gives you the edge in the process, as it encourages transparency and cooperation from your counterpart.

Secondly, even if you can’t come to an agreement in a particular negotiation, your counterpart will leave the encounter knowing that you are firm, flexible, clear, and honest. Worthy counterparts will return to you for future negotiations, and non-worthy opponents will realise that they need not try their luck with you.

Give Them Freedom

Prepare multiple give-and-take options. To give your counterpart the ability to choose is a powerful bargaining advantage to you.

Imagine you’re a parent who wants your toddler to eat more vegetables. Instead of repeatedly asking them to eat, and getting a ‘no’ as a response, you could prepare two different types of vegetables and ask them if they want to eat the broccoli or the peas.

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Doing this reframes the options from ‘yes’ vs. ‘no’ into ‘this’ vs. ‘that’. Your toddler feels empowered because they’ve made an independent choice. And of course, since your goal was for them to eat more vegetables, ‘this’ vs. ‘that’ is really a disguised ‘yes’ vs. ‘yes’.

Be Silent About Your Sacrifices

Don’t reveal the value of your sacrifices. I’m not suggesting that you be dishonest. Keep matters straightforward because value is in the eye of the beholder.

A small sacrifice for you may be of great benefit to your counterpart. If you inadvertently reveal to them your most painful sacrifice, they’ll perceive that to be the thing of high value.

Offer low value sacrifices early in the negotiation as another way of showing goodwill. It helps to lower their defences and sets a cooperative tone. Similarly, package together several low value sacrifices to satisfy your counterpart.

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Now imagine you’re going to a fishing region for your next family holiday. It’s further away than where you usually go for holidays, and isn’t quite as fun for children. After discussing it with the family, they’ve agreed to the holiday that you want. And you’ve agreed that you’ll (i) clean and tidy the car before you leave, (ii) do all the driving, (iii) take your 10-year old to the nearby zoo on two of the days away. This seems like a lot of work, but you enjoy driving, you need to tidy the car anyway to fit in your fishing gear, and you like spending time with your 10-year old.

Make Yours a Limited Edition

In other words, emphasize its value by informing your counterpart that your offer has a time limit. The goal is to get them to envision a possible future where your deal is no longer available to them. This should compel them to apply value to your offer in the present, and take action.

I have a friend, Michelle, who makes dresses. She agrees to make six dresses for a client (a boutique clothing store) at a discounted rate because it will solve a pressing cash-flow problem. However, she doesn’t apply a deadline to her offer. As a result, the client has achieved what he wanted in principle and doesn’t bother executing the deal for several weeks. Since then, Michelle has made sure that any deals she makes are strictly on the condition that her clients accept the offer within the week.

Delay, Delay, Delay

Don’t be too quick to respond, otherwise you may seem desperate. This may make your counterpart suspicious. Or a ruthless opponent may take advantage of your apparent desperation to close. Furthermore, the party who can afford to wait can increase their bargaining power.

Say you are really keen on a certain PA role and you know they’re keen to take you on, but their salary offer is lower than the minimum amount you’d accept. Instead of making a quick decision, emails them to say you’re not convinced, and that you’ll look at your options and let them know. Wait a few days, the HR will find you to ask if you’ve made your decision yet. If you say no, they may even raise their offer.

All’s Well That Ends Well

Keep the above tactics in mind and you will master every negotiation. Remember, negotiation requires compromise. The outcome of a negotiation should always be beneficial to both parties.

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Brian Lee

Chief of Product Management at Lifehack

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Last Updated on November 5, 2019

5 Learning Management Systems (LMS) for Effective Learning

5 Learning Management Systems (LMS) for Effective Learning

Businesses rely on talent to generate and sell value. Without skilled people to create its products, manage its operations and execute its strategies, a business would inevitably fizzle out of the game and leave better-staffed competitors to take the field.

This is the reason why ambitious companies go great lengths to attract top talent,[1] shelling out millions of dollars in the process and bending traditional work policies just to bring highly skilled but demanding candidates into the fold.

Clearly, the contours of business are changing. But so are the demographics of work.

Millennials have become the dominant generation in the job market in terms of population, and some have already transitioned into leadership roles. Most millennials consider opportunity to learn and grow more important than overall compensation.[2]

Companies also today expect employees to come equipped with razor sharp business acumen.[3] Unfortunately, there is an alarming discrepancy between the actual skills businesses need and those currently possessed by job candidates.

To stay in the game, employers need to continually upgrade their training and skills development strategies to cover the entire employee lifecycle.

What are Learning Management Systems (LMS)?

Learning management systems are software-based solutions for authoring, presenting, consuming, storing, and tracking educational content and training materials. These systems aim to centralize all instructional content (e.g., lessons, training modules, instructional videos, presentation slides, worksheets, online quizzes, ebooks, takeaway notes, etc.) in one place.

LMS enable instructors to design and deliver learning experiences to students, with the added capability of evaluating the effectiveness of the instructional materials and grading the learning progress of students.

On the other side of the equation, learners use LMS to develop skills and acquire new knowledge virtually anytime and anywhere via the different channels and content formats made possible by digital technology.

Over the years, a wide range of features and technologies have been integrated into learning management systems to help enhance the experience of training designers, instructors, and learners. These include cloud and mobile technology, artificial intelligence, responsive design, scheduling, gamification, data analytics, and interoperability with other applications.

5 Best All-Purpose Learning Management Systems

There are dozens of LMS vendors catering to the general market or to specific segments such as K-12 learning, higher education, and corporate training.

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With so many options available, selecting the right LMS solution for your needs can be complicated and costly, especially when you end up adopting a platform that doesn’t exactly match your goals or requirements.

Short of conducting a comprehensive audit of your needs and finalizing a learning roadmap, the safest bet would be to adopt full-featured but affordable LMS solutions.

Based on user reviews, here are the 5 best LMS to help people gain knowledge, build skills, and achieve mastery:

1. Canvas Network

Launched by Instructure as an open source software in 2011, Canvas is an end-to-end cloud-based service originally engineered for the education sector.

Widely adopted for K-12 and Higher Ed learning, Canvas can be repurposed for anything that involves an instructor, a subject matter, and a student.

Used around the world by people of all ages and organizations of all types, Canvas arguably has the largest learning and support community in its class. It works on desktop computers, tablets and mobile phones.

To get a glimpse of the platform’s fresh interfaces, you can visit the Canvas Network, a learning community that provides educational and instructional materials created by colleges, universities, corporate businesses, independent course developers, and other knowledge-sharing entities around the world.

Hosting hundreds of interesting topics from data science to horticulture, the learning network also serves as evidence to the scope, capabilities, and popularity of the Canvas LMS platform.

Canvas is hosted on Amazon Web Services (AWS) infrastructure, which enhances the platform’s reliability, speed, scalability, and overall online performance.

Additionally, platform adopters enjoy a low-risk environment since cloud-based solutions require no hard stops for version updates, upgrades, or system migrations.

The Canvas website does not show a price matrix but says the service adopts a simple formula for computing fees: a one-time implementation fee and an annual subscription fee based on total number of users. It also promises free basic services for teachers who want to use the platform.

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In addition to Canvas, Instructure also offers Bridge (an LMS designed for corporate environments), Arc (a video platform for online learning), and Gauge (an assessment management system).

Check out this video if you want to learn more about Canvas Network:

2. Google Classroom

This free service from Google aims to improve the teaching and learning process using cloud technology, web apps, workflow simplification, and seamless communication between students and instructors.

Using Classroom, educators can easily create and schedule classes, distribute assignments, send feedback, and grade quizzes all in one place. By streamlining processes, Classroom helps teachers save time and organize classes more effectively. Both students and teachers can also work using any device anytime and anywhere.

Classroom works perfectly with other Google tools, having been launched initially as part of Google’s G Suite for Education. This LMS solution taps Google Drive for content storage and distribution, as well as Google Docs, Sheets, and Slides for the creation and sharing of instructional materials. Meanwhile it integrates Google Calendar for scheduling and Gmail for communication.

With G Suite, other communication channels such as chat messaging, video conferencing, and a dedicated website are enabled.

Easy to set up and manage, Google Classroom is free to use. One of my very first courses was actually hosted on Google Classroom.

Going beyond the classroom environment, Google offers G Suite Enterprise for Education for large institutions. This suite provides enhanced search and analytics capabilities as well as advanced tools for enterprise communications.

3. Moodle (Modular Object-Oriented Dynamic Learning Environment)

If budget and capability equally top your list of LMS adoption criteria, then Moodle might just fit the bill. Which is to say there’s none (i.e., bill).

Moodle is a free and open-source learning solution for distance education, workplace training, flipped classrooms, and other pedagogical environments.

It is also a full-featured LMS supported by a robust community and a thriving developer ecosystem. Not surprisingly, Moodle is used in more than 15 million courses by more than 130 million users in 230+ countries.

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Among other things, Moodle enables administrators and educators to create a dynamic and dedicated website to host organic, easily accessible, and highly customizable courses that can be experienced on desktops and mobile devices anytime and anywhere.

Moodle provides a personalized and intuitive dashboard as well as a host of collaboration tools for content designers, teachers, and learners. A universal calendar, an efficient file management system, an automatic notification system, multimedia integration, and a progress tracking tool all come with the package.

Check out this video if you want to learn more about Moodle:

4. Absorb

This platform recently bagged PC Magazine’s Editors’ Choice Award for Best LMS.

Co-designed and built by former course authors, Absorb takes learning experience to the next level. This turnkey LMS solution is responsive, full-featured, and highly customizable for maximum impact.

Course developers can orchestrate a wide range of experiences depending on audience or learning situation. In addition to surveys, polls, and e-commerce integration, Absorb supports formal online learning and certifications standards such as AICC, SCORM, and Tin Can.

The user interface can also be modified to match the learner’s location, group, or department, allowing for a different look and feel for customers, channel partners, management trainees, and newly hired employees.

Absorb supports all personal computing devices from desktops to mobile phones. There are also native or hybrid apps for iOS and Android.

The only possible drawback to the platform’s powerful feature set is its pricing. The service reportedly implements a flat, one-time setup fee depending on your business and training requirements. According to the site, any plan comes with a dedicated success team for your account.

Although small companies are welcome to try, midsize to enterprise-scale organizations are probably the best segment to readily adopt this LMS solution.

Take a look at some examples of Absorb in this video:

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5. Watershed Collaborative

Created by a group of educators, this nonprofit rethinks the priorities of an LMS, asserting that too many systems miss the most essential elements of what makes learning stick. They promise a better user experience – emphasizing Learning before Management and System.

Watershed aims to support an inquiry-based learning experience through an integrated mix of online and in-person learning strategies and interactions designed expressly for teams – including collaboration, reflection, and dialogue.

While Watershed was founded initially to serve the K-12 education market, the company has since expanded its scope to cater to all types of teachers and learners with its video-rich, state-of-the-art platform.

If you’re a mission-driven educator, content creator, institution, or business, this LMS may be the one for you.

Watershed specializes in assisting you with the instructional design of courses and provides content production services to ensure top-quality video assets with lasting value. Their LMS makes it easy for course creators to continuously update and tailor content to support small and large groups, while ensuring the technology and instructional strategy supports communities of learners.

Pricing varies based on products and services, but revenues support the nonprofit’s ability to make its platform and courses available at little or no cost for high-need educators and educational settings.

Honorable Mentions

There are dozens of LMS vendors in this growing market and the brands included in foregoing list are by no means the only viable options for companies or learning institutions looking to upgrade their learning infrastructure.

Many other excellent services are worth checking out. These include:

  1. Docebo is an LMS designed for hyper-engaging students, employees, customers, and other learners. The system helps organizations identify and resolve competency gaps with strategic learning interventions.
  2. Cornerstone OnDemand is a talent, training, and performance management solution offered as an SaaS (Software-as-a-Service). This service enables learners to create personalized playlists of instructional content.
  3. Lessonly is an LMS solution that makes it easier to recall and reinforce whatever skills or knowledge you have learned through quizzes, coaching, and constant practice.
  4. Skillsoft is an online training and corporate learning platform developed by a two-decade old and billion-dollar company with the same name.
  5. D2L BrightSpace is a learning management system that has all the basics for delivering excellent, rich-media experiences for classroom or workplace training.

Conclusion

There are many ways to learn but some are more effective and meaningful than others. Whether you are a teacher looking to enhance classroom learning or an HR manager creating a long-term talent development plan for employees, the key to impactful learning is to understand and bridge the needs of learners, the goals of your institution, and the actual capabilities of the learning tools you are considering.

Note that using multiple LMS platforms is possible although not recommended. On the other hand, adopting other learning solutions beyond LMS (such as podcasts, mentoring, and onsite in-person workshops) may significantly improve learning outcomes. Always go for products and plugins that seamlessly integrate into your core LMS tool.

Featured photo credit: Unsplash via unsplash.com

Reference

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