Negotiating is about trading. If you are going to negotiate rather than dictate, you will need to be prepared to give something in order to get a settlement. You have already identified what you want to achieve. Now is the time to think about what you might be prepared to concede in order to achieve your outcome. This means going back to your list of priorities. Ask yourself:
(a) What must I have?
What is so important that I am not prepared to give way about it, even slightly?
(b) What is less important to me?
What do I have which I would prefer to keep intact but might be prepared to trade if I had to?
(c) What have I got to barter?
What do I have that isn't very important to me, or that I have a lot of, which I would be prepared to give away, in order to achieve what I want?
Think about negotiating bedtime with children. It might be important to you that they go to bed at 7.00, with their faces washed and their teeth cleaned. Assume they don't want to do that. They usually go to bed at 7.30. So you negotiate. If it's important to you that they get more sleep, but you have plenty of time to read them a story, you may negotiate with the offer of an extra bedtime story. If your priority is getting them out of the way because you have an important client coming to dinner, then you may offer the options of staying up later tomorrow or watching a cartoon on the video before going to bed. Your priorities will govern the things you are prepared to give way on and those which are non-negotiable.
沒有留言:
張貼留言