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Published on May 11, 2020

How to Negotiate With People Who Won’t Negotiate Effectively

How to Negotiate With People Who Won’t Negotiate Effectively

When you hear the word “negotiation,” your first thought might be high-stakes corporate deals or the occasional salary discussion with your boss. However, the truth is that every day presents opportunities to learn how to negotiate, whether you’re attempting to secure a refund on a hotel booking or having it out with your spouse about whose turn it is to do the dishes.

In light of the Covid-19 pandemic, tensions are running especially high, and you might find yourself faced with more aggressive counterparts who make finding common ground seem almost impossible.

To help you get started, here are some expert-backed tips on how to negotiate, especially with people who refuse to play nice.

Before the Negotiation Begins

Before you ever begin discussions with the other party, take some time to consider the following.

Explore Possible Solutions

One of the most important parts of the negotiation process happens before it even begins: thinking through possible solutions so that you arrive at the discussion prepared. To take it one step further, anticipate how the conversation could go and how you’d like to respond.

For example: If my boss says it’s too soon to consider a promotion, I’ll highlight my contributions to our team and the value I’ve created.

By doing your homework ahead of time, not only will you feel more confident, but you’ll also signal to your counterpart that you’re invested in the outcome.

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Before difficult negotiations, Susan Hackley, Managing Director of Harvard Law School’s Program on Negotiation, recommends running through the following questions[1]:

  • What are your hot-button issues?
  • What is essential to you?
  • What is unacceptable?
  • What you are likely to hear from your opponent?
  • How will you react?

It’s like golfing: Jack Nicklaus recommends that golfers take lessons on the most basic skills like grip and alignment. As Hackley writes: “[I]f your setup is sound, there’s a decent chance you’ll hit a reasonably good shot.”

Make sure you’re prepared before you set foot on the golf course.

Be a Giver

It’s natural to head into a negotiation focusing on what you stand to gain. Negotiating tends to feel adversarial, and we worry about winning or losing.

Take as much as you can, right?

Research, however, has shown that being generous while negotiating may be a sign of intelligence. Furthermore, these smarter people, who New York Times contributor Adam Grant calls “givers,” tend to make their counterparts better negotiators, too.

Grant writes, “The most successful negotiators cared as much about the other party’s success as their own.”[2]

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Beginning from a place of generosity — focusing on how you can meet your counterpart’s needs and not just satisfy your own — can prove beneficial for both sides of the negotiation, and not to mention, help form stronger, more harmonious long-term relationships.

During Negotiations

Once you’re in the middle of the process, focus on the following to help it move in a positive direction.

Ask Questions to Uncover Hidden Motivations

Heading into a negotiation, most people focus on their objective and what they’re going to say. However, according to experts, listening is even more critical to discovering the best solution for both parties. Former F.B.I. negotiator Chris Voss explains: “We like to say that the key to flexibility is don’t be so sure of what you want that you wouldn’t take something better. If you’re focused on the number, you’re not seeing the other possibilities.”[3]

Let’s say you’re taking on additional childcare duties and want to ask your supervisor for more flexible hours. At the outset, your supervisor refuses. You might assume she’s being unfair, but only by asking questions and listening can you discover her reasoning and try to find an alternative solution that’s mutually satisfying. Maybe she trusts you the most to handle a certain responsibility; or perhaps she’s run into problems with giving employees increased flexibility in the past.

It might be worth it to dig a little deeper before you throw your hands up and walk away from the negotiating table, figuratively or IRL.

Involve Your Counterpart in Finding a Solution

In his book, Getting Past No: Negotiating with Difficult People, William Ury, co-founder of Harvard Law School’s Program on Negotiation, offers a brilliant method for dealing with hard bargainers. He proposes changing the game “from face-to-face confrontation into side-by-side problem solving,” restructuring the alignment of a typical negotiation.

Imagine there are two teams working toward the same goal: an agreement. When you deal with a hostile negotiator, they’re likely to reject any initial proposal. However, if you offer them options and the opportunity to find a solution together, you might be surprised at how they let their guard down and participate in the problem-solving process.

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For example, say you want to convince your boss that your company should change its software, and your sights are set on a particular option. If your boss tends to stonewall change, especially when suggested by someone else, try presenting a few options and working through the reasoning for each. Focus on the big picture and emphasize how your proposal will advance the organization’s goals.

Instead of presenting a single idea, which can be knocked down with a simple “no,” allow your counterpart to come to a solution on his/her own — with some gentle nudging towards the one you previously chose.

Keep Aggression at Bay

There’s a big misconception in the business world, and it’s this: you have to be a hard bargainer to get ahead. If your counterpart is aggressive, then you better be even more aggressive.

But guess what?

Research has shown that aggression, in fact, doesn’t help either party in a negotiation at all. A recent study found that anger — both interpersonal anger (when the other party is angry at you) and intrapersonal anger (being angry at the other party) — led to less profitable outcomes in the negotiation process. In other words: neither party negotiates as well when one person is angry.[4]

Instead, try to keep your calm, or as William Ury describes it: Go to the balcony. That means “[taking] yourself mentally to a place where you can look down objectively on the dispute and plan your response.” By removing your emotions from the situation, you can proceed more productively and, hopefully, diffuse a high-stress situation.

Last-Ditch Efforts

If nothing seems to be working and it looks like all is lost, use these techniques to get things back on track.

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Loop in Others

Sometimes, despite our best efforts, our negotiation counterpart refuses to play nice. Maybe they’re a deliberate hard bargainer or just plain obstinate. That’s when it’s time to loop others into the process.

You might be wondering: how will this help?

For starters, oftentimes, a difficult person is likely to be on better behavior when held accountable by more than one person. What’s more, whether you cc: relevant people (but taking care not to over cc: anyone) or invite third parties into the meeting, you’re creating a record of your good-faith efforts to come to an agreement.

Preserve the Relationship

Whoever you’re negotiating with, chances are they can have an impact on your life — whether it’s the trajectory of your career, the success of a business deal, or simply the hotel room you’ll be staying in for the weekend. It pays to conclude a negotiation, even an unsuccessful one, by reminding your counterpart of your respect for them.

A genuine sentiment of appreciation, or even a little light-heartedness, can go a long way. As former F.B.I. negotiator Chris Voss advises:

“Never be mean to someone who can hurt you by doing nothing. If you’re good, they’ll be delighted to do for you whatever they can. A playful, enjoyable attitude gives you latitude.”[5]

You might not get the raise or the hotel room, but maybe something else can be done, even if that means just a more favorable outcome next time.

Hopefully, these strategies can help you make your next negotiation more successful and less stressful for both parties.

More Tips on How to Negotiate

Featured photo credit: LinkedIn Sales Navigator via unsplash.com

Reference

More by this author

Aytekin Tank

Founder and CEO of JotForm, sharing entrepreneurship and productivity tips at Lifehack.

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Last Updated on June 3, 2020

19 Definitions Of Success You Should Never Ignore

19 Definitions Of Success You Should Never Ignore

What is success?

Is it wealth? Is it happiness? Is it fame?

The late Zig Ziglar was one of the most respected modern day experts on success, motivation, and leading a balanced life. In his book Born to Win!, he argues that success cannot be defined in one sentence, but instead it is comprised of many things. One could argue that the definition depends on the individual and that one size does not fit all[1].

Here are 19 different definitions of success. Not all of these will resonate with you, but chances are at least a few of them will. Use these or find inspiration here to create your own definition of success that can be applied to your unique life.

1. Success is always doing your best.

Success can be achieved when you try your best in all aspects of everything you do, even if that doesn’t lead to big results. If you’ve done your best, you should feel proud of your efforts.

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2. Success is properly setting concrete goals.

Be realistic and concrete when setting goals. Success does not come from setting abstract goals. If you know where you’re heading, that is a success in itself, even if you don’t ultimately arrive to the planned destination.

3. Success is having a place to call home.

Home is where your heart soars. You are always successful when you can call a place home. Home doesn’t have to be a specific structure. It can be a country, a city, or even a person. If you have a place you feel comfortable and safe, you’re already achieving something great.

4. Success is understanding the difference between need and want.

If you can meet your monthly obligations and fulfill your basic needs, you are successful. Being able to identify when you absolutely need something and when you can do without it often leads to financial stability and is a great way to succeed.

5. Success is believing you can.

If you believe you can, you will succeed. Self-belief doesn’t come naturally to everyone, so if you’re able to tell yourself that you can achieve the goals in your plans, you’re doing great.

6. Success is remembering to balance work with passion.

Work without passion creates undue stress and empty achievements. Focus on what excites you. If you’re happy at your job, that’s great. However, even if you aren’t, you can balance your formal job with hobbies or volunteer work you’re passionate about.

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7. Success is taking care of your needs.

Remember to put on your own oxygen mask before assisting others. Self-care is essential if you want to have any meaningful impact on the world around you.

8. Success is learning that you sometimes have to say no.

Success only comes with a balanced life. Part of balance is learning to say no. Saying no doesn’t mean you are selfish; it simply means you have priorities and know what you need to give your attention to at any given time.

9. Success is knowing your life is filled with abundance.

Love, health, friends, family…life is filled with abundance. Recognizing this is an important step to feeling grateful for all life has given you. If you can feel this, you are already experiencing success.

10. Success is understanding you cannot keep what you don’t give away.

You will only succeed if you help others succeed. Learning to give instead of always take is part of creating a world we all want to live in. When you help others, you will also create an environment where others want to help you.

11. Success is overcoming fear.

Conquering a fear makes you feel invincible. Even if it’s confronting just one small fear each week, that is certainly something to feel proud of. The bigger fears will take more time, but any work you do to overcome fear will lead to success.

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12. Success is learning something new each day.

Successful people understand that learning never stops. Take time each day to converse with someone with opposing views, read an interesting article on a topic you know little about, or watch a TED talk on new research. It doesn’t take long to learn, so get started now.

13. Success is learning that losing a few battles can help you win a war.

Successful people choose their battles wisely. When you know which battles will ultimately help you achieve your goals, you will be successful.

14. Success is loving and being loved back.

Opening your heart to others is difficult and can produce fear. Having the courage to love and accept love from others is a step toward a fulfilling life and great success.

15. Success is standing your ground when you believe in something.

Successful people never give up on things they believe with all their heart. You may hold views that many people disagree with, but if you’ve done your research and know that it’s the right belief for you, you shouldn’t let it go without a fight.

16. Success is not giving up.

Perseverance creates grit, and grit achieves success. Even if it takes years to achieve a goal, persisting is key if you want success.

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17. Success is celebrating small victories.

Anytime a goal is reached or an obstacle is overcome, take time to celebrate, even if it’s something small. All goals require smaller objectives to be achieved first, so each time you complete one, take time to appreciate the work you put into it.

18. Success is never letting a disability hold you back.

Disabilities do not define a person’s success. The body and mind will compensate. Just because you can’t do absolutely everything doesn’t mean you can’t do something. Do what your body and mind allow and always push yourself. That is true success.

19. Success is understanding that you control your destiny.

Your destiny is controlled by you and you alone. Take responsibility for your actions and their consequences and you’ll find that you naturally become more successful.

The Bottom Line

Success can be defined in many ways. If you are experiencing happiness, love, or adventure in this moment, you’ve already found success. Keep it up.

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Featured photo credit: Dino Reichmuth via unsplash.com

Reference

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