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

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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.

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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 October 7, 2021

Are You Addicted to Productivity?

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Are You Addicted to Productivity?

“It’s great to be productive. It really is. But sometimes, we chase productivity so much that it makes us, well, unproductive. It’s easy to read a lot about how to be more productive, but don’t forget that you have to make that time up.”

Matt Cutts wrote that back in 2013,[1]

“Today, search for ‘productivity’ and Google will come back with about 663,000,000 results. If you decide to go down this rabbit hole, you’ll be bombarded by a seemingly endless amount of content. I’m talking about books, blogs, videos, apps, podcasts, scientific studies, and subreddits all dedicated to productivity.”

Like so many other people, I’ve also fallen into this trap. For years I’ve been on the lookout for trends and hacks that will help me work faster and more efficiently — and also trends that help me help others to be faster. I’ve experimented with various strategies and tools . And, while some of these strategies and solutions have been extremely useful — without parsing out what you need quickly — it’s counterproductive.

Sometimes you end up spending more time focusing on how to be productive instead of actually being productive.

“The most productive people I know don’t read these books, they don’t watch these videos, they don’t try a new app every month,” James Bedell wrote in a Medium post.[2] “They are far too busy getting things done to read about Getting Things Done.”

This is my mantra:

I proudly say, “I am addicted to productivity — I want to be addicted to productivity — productivity is my life and my mission — and I also want to find the best way to lead others through productivity to their best selves.

But most of the time productivity means putting your head down and working until the job’s done.” –John Rampton

Addiction to Productivity is Real

Dr. Sandra Chapman, director of the University of Texas at Dallas Center for BrainHealth points out that the brain can get addicted to productivity just as it can to more common sources of addiction, such as drugs, gambling, eating, and shopping.

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“A person might crave the recognition their work gives them or the salary increases they get,” Chapman told the BBC.[3] “The problem is that just like all addictions, over time, a person needs more and more to be satisfied, and then it starts to work against you. Withdrawal symptoms include increased anxiety, depression, and fear.”

Despite the harmful consequences, addiction is considered by some experts as a brain disease that affects the brain’s reward system and ends in compulsive behavior. Regardless, society tends to reward productivity — or at least to treat it positively. As a result, this makes the problem even worse.

“It’s seen like a good thing: the more you work, the better,” adds Chapman. “Many people don’t realize the harm it causes until a divorce occurs and a family is broken apart, or the toll it takes on mental health.”

Because of the occasional negative issues with productivity, it’s no surprise that it is considered a “mixed-blessing addiction.”

“A workaholic might be earning a lot of money, just as an exercise addict is very fit,” explains Dr. Mark Griffiths, distinguished professor of behavioral addiction at Nottingham Trent University. “But the thing about any addiction is that in the long run, the detrimental effects outweigh any short-term benefits.”

“There may be an initial period where the individual who is developing a work addiction is more productive than someone who isn’t addicted to work, but it will get to a point when they are no longer productive, and their health and relationships are affected,” Griffiths writes in Psychology Today.[4] “It could be after one year or more, but if the individual doesn’t do anything about it, they could end up having serious health consequences.”

“For instance, I speculated that the consequences of work addiction may be reclassified as something else: If someone ends up dying of a work-related heart attack, it isn’t necessarily seen as having anything to do with an addiction per se – it might be attributed to something like burnout,” he adds.

There Are Three “Distinct Extreme Productivity Types

Cyril Peupion, a Sydney-based productivity expert, has observed extreme productivity among clients at both large and medium-sized companies. “Most people who come to me are high performers and very successful. But often, the word they use to describe their work style is ‘unsustainable,’ and they need help getting it back on track.”

By changing their work habits, Peupion assists teams and individuals improve their performance and ensure that their efforts are aligned with the overarching strategy of the business, rather than focusing on work as a means to an end. He has distinguished three types of extreme productivity in his classification: efficiency obsessive, selfishly productive, and quantity-obsessed.

Efficiency obsessive. “Their desks are super tidy and their pens are probably color-coded. They are the master of ‘inbox zero.’ But they have lost sight of the big picture, and don’t know the difference between efficiency and effectiveness.”

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Selfishly productive. “They are so focused on their own world that if they are asked to do something outside of it, they aren’t interested. They do have the big picture in mind, but the picture is too much about them.”

Quantity-obsessed. “They think; ‘The more emails I respond to, the more meetings I attend, the more tasks I do, the higher my performance.’ As a result, they face a real risk of burnout.”

Peupion believes that “quantity obsessed” individuals are the most common type “because there is a pervasive belief that ‘more’ means ‘better’ at work.”

The Warning Signs of Productivity Addiction

Here are a few questions you should ask yourself if you think you may be succumbing to productivity addiction. After all, most of us aren’t aware of this until it’s too late.

  • Can you tell when you’re “wasting” time? If so, have you ever felt guilty about it?
  • Does technology play a big part in optimizing your time management?
  • Do you talk about how busy you are most of the time? In your opinion, is hustling better than doing less?
  • What is your relationship with your email inbox? Are you constantly checking it or experience phantom notifications?
  • When you only check one item off your list, do you feel guilty?
  • Does stress from work interfere with your sleep?
  • Have you been putting things off, like a vacation or side project, because you’re “too swamped?

The first step toward turning around your productivity obsession is to recognize it. If you answered “yes” to any of the above questions, then it’s time to make a plan to overcome your addiction to productivity.

Overcoming Your Productivity Addiction

Thankfully, there are ways to curb your productivity addiction. And, here are 9 such ways to achieve that goal.

1. Set Limits

Just because you’re hooked on productivity doesn’t mean you have to completely abstain from it. Instead, you need to establish boundaries.

For example, there are a lot of amazing productivity podcasts out there. But, that doesn’t mean you have to listen to them all in the course of a day. Instead, you could listen to one or two podcasts, like The Productivity Podcast or Before Breakfast, during your commute. And, that would be your only time of the day to get your productivity fix.

2. Create a Not-to-Do List

Essentially, the idea of a not-to-do list is to eliminate the need to practice self-discipline. Getting rid of low-value tasks and bad habits will allow you to focus on what you really want to do as opposed to weighing the pros and cons or declining time requests. More importantly, this prevents you from feeling guilty about not crossing everything off an unrealistic to-do list.

3. Be Vulnerable

By this, I mean admitting where you could improve. For example, if you’re new to remote work and are struggling with thi s, you would only focus on topics in this area. Suggestions would be how to create a workspace at home, not getting distracted when the kids aren’t in school, or improving remote communication and collaboration with others.

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4. Understand Why You Procrastinate

Often, we procrastinate to minimize negative emotions like boredom or stress. Other times it could be because it’s a learned trait, underestimating how long it takes you to complete something or having a bias towards a task.

Regardless of the exact reason, we end up doing busy work, scrolling social media, or just watching one more episode of our favorite TV series. And, even though we know that it’s not for the best, we do things that make us feel better than the work we should do to restore our mood.[5]

There are a lot of ways to overcome procrastination. But, the first step is to be aware of it so that you can take action. For example, if you’re dreading a difficult task, don’t just watch Netflix. Instead, procrastinate more efficiently,y like returning a phone call or working on a client pitch.

5. Don’t Be a Copycat

Let’s keep this short and sweet. When you find a productivity app or technique that works for you, stick with it.

That’s not to say that you can’t make adjustments along the way or try new tools or hacks. However, the main takeaway should be that just because someone swears by the Pomodoro Technique doesn’t mean it’s a good fit for you.

6. Say Yes to Less

Across the board, your philosophy should be less is more.

That means only download the apps you actually use and want to keep (after you try them out) and uninstall the ones you don’t use. For example, are you currently reading a book on productivity? Don’t buy your next book until you’ve finished the one you’re currently reading (or permit yourself to toss a book that isn’t doing you any good). — and if you really want to finish a book more quickly, listen to the book on your way to work and back.

Already have plans this weekend? Don’t commit to a birthday party. And, if you’re day is booked, decline that last-minute meeting request.

7. Stop Focusing on What’s Next

“In the age when purchasing a thing from overseas is just one click and talking to another person is one swipe right, acquiring new objects or experiences can be addictive like anything else,” writes Patrick Banks for Lifehack .

“That doesn’t need to be you,” he adds. “You can stop your addition to ‘the next thing’ starting today.” After all, “there will always be this next thing if you don’t make a conscious decision to get your life back together and be the one in charge.”

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  • Think about your current lifestyle and the person you’re at this stage to help you identify what you aren’t satisfied with.
  • By setting clear goals for yourself in the future, you will be able to overcome your addiction.
  • Establish realistic goals.
  • To combat addiction, you must be aware of what is going on around you, as well as inside your head, at any given time.
  • Don’t spend time with people who have unhealthy behaviors.
  • Hold yourself accountable.
  • Keep a journal and write out what you want to overcome.
  • Appreciate no longer being addicted to what’s next.

8. Simplify

Each day, pick one priority task. That’s it. As long as you concentrate on one task at a time, you will be less likely to get distracted or overwhelmed by an endless list of tasks. A simple mantra to live by is: work smarter, not harder.

The same is also accurate with productivity hacks and tools. Bullet journaling is a great example. Unfortunately, for many, a bullet journal is way more time-consuming and overwhelming than a traditional planner.

9. Learn How to Relax

“Sure, we need to produce sometimes, especially if we have to pay the bills, but, banning obsession with productivity is unhealthy,” writes Leo Babauta. “When you can’t get yourself to be productive, relax.” Don’t worry about being hyper-efficient. And, don’t beat yourself up about having fun.

“But what if you can’t motivate yourself … ever?” he asks. “Sure, that can be a problem. But if you relax and enjoy yourself, you’ll be happier.”

“And if you work when you get excited, on things you’re excited about, and create amazing things, that’s motivation,” Leo states. “Not forcing yourself to work when you don’t want to, on things you don’t want to work on — motivation is doing things you love when you get excited.”

But, how exactly can you relax? Here are some tips from Leo;

  • Spend 5 minutes walking outside and breathe in the fresh air.
  • Give yourself more time to accomplish things. Less rushing means less stress.
  • If you can, get outside after work to enjoy nature.
  • Play like a child. Even better? Play with your kids. And, have fun at work — maybe give gamification a try .
  • Take the day off, rest, and do something non-work-related.
  • Allow yourself an hour of time off. Try not to be productive during that time. Just relax.
  • You should work with someone who is exciting. Make your project exciting.
  • Don’t work in the evenings. Seriously.
  • Visit a massage therapist.
  • Just breathe.

“Step by step, learn to relax,” he suggests. “Learn that productivity isn’t everything.” For that statement, sorry Leo, I say productivity isn’t everything — it’s the only thing.” However, if you can’t cut loose, relax, do fun things, and do the living part of your life — you’ll crack in a big way — you really will.

It’s great to create and push forward — just remember it doesn’t mean that every minute must be spent working or obsessing over productivity issues. Instead, invest your time in meaningful, high-impact work, get into it, focus, put in big time and then relax.

Are You Addicted to Productivity? was originally published on Calendar by John Rampton.

Featured photo credit: Christina @ wocintechchat.com via unsplash.com

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