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Whether it's with an employer, family member or business, we all negotiate for things each day like higher salary, better service or solving a dispute with a co-worker or family member. Here are some negotiation skills, techniques and strategies to help you handle these situations more effectively.
Know Thyself
When you go into a negotiation, take a personal inventory. How do you feel about negotiation? Do you want to get it over fast? If so, you may give in too quickly, or give away too much. Or, do you want to win, no matter what the cost? If so, you may become adversarial and damage the relationship.
Do Your Homework
Know who you're negotiating with before you begin. What's his or her reputation as a negotiator? Win/Win model or Win/Lose model? Does the person want to negotiate with you, dread the negotiation, or is this a neutral situation.
Most people carry on an inner dialogue with themselves. When you're trying to communicate with someone else, this inner dialogue becomes a problem because you can't listen internally and externally at the same time. When you negotiate, turn off your inner voice and only listen externally. You won't miss important nonverbal messages, facial expressions of voice inflections, when you listen externally.
Move Beyond Positions
It's risky to make yourself vulnerable to someone. That's why in a negotiation you begin by stating your position. Later, when the trust has deepened, you and the other party can risk more honesty and identify your true interests. As a negotiator, it is your responsibility to ask questions that will uncover the needs or interests of the other party. If you've also done your job of creating a supportive climate, you're more likely to get honest answers.
Know Your BATNA
BATNA stands for Best Alternative to A Negotiated Agreement. The acronym comes out of the research on negotiation conducted by the Harvard Negotiation Project. Before you begin a negotiation, know what your options are. Can you walk away from the deal? What other choices do you have? What are the pros and cons of each choice? Don't stop here. Also consider the BATNA of the other party.
Know What a Win Is
What is your best case scenario? What is your worst case scenario? The area in between is called your settlement range. If you can reach an agreement within your settlement range, that's a Win! Don't drop below your bottom line; you'll feel bad about yourself and the deal afterwards, and you may not follow-through on your commitments.
Enjoy the Process
Negotiation is a process, not an event. There are predictable steps: preparation, creating the climate, identifying interests, and selecting outcomes, that you will go through in any negotiation. With practice, you will gain skill at facilitating each step of the process. As your skill increases, you'll discover that negotiating can be fun.
How To Convince Your Boss To Pay You More
Vocabulary
Nouns (imenice):
Verbs (glagoli):
negotiation - pregovor, pregovaranje employer - poslodavac salary - plata dispute - spor co-worker - kolega, saradnik inventory - inventar, popis negotiator - pregovarač suspicion - sumnja commitment - obaveza confidence - pouzdanje, poverenje expression - izraz inflection - promena research - istraživanje pros and cons - za i protiv settlement - dogovor range - područje
negotiate - pregovarati solve - rešiti handle - rešiti, rukovoditi, snalaziti se sa get over - završiti, prevazići give in - predati se give away - odati damage - oštetiti, naškoditi dread- užasavati se masquerade - maskirati se honour - poštovati develop - razviti turn off - isključiti deepen - produbiti uncover - otkriti stand for - stajati umesto conduct - upravljati, voditi walk away - udaljiti se reach an agreement - postići sporazum drop - pasti gain - dobiti increase - povećavati se, rasti facilitate - olakšati
Adjectives and adverbs (pridevi i prilozi):
Prepositions and conjunctions (predlozi i veznici):
no matter - bez obzira adversarial - neprijateljski raspoložen sophisticated - prefinjen, sofisticiran trustworthy - vredan poverenja external - spoljašnji, eksterni inner - unutrašnji nonverbal - neverbalni vulnerable - ranjiv afterwards - kasnije predictable - predvidljiv
negotiate – discuss, debate, mediate solve – answer, work out, resolve, explain, clarify, clear up handle – deal with, cope with, manage get over – overcome give in – to hand in, submit give away – to reveal, to betray damage – harm, ruin dread– fear, be afraid or scared of, be frightened of masquerade – disguise honour – respect, value, esteem, prize, appreciate, admire, worship develop – expand, improve, work out, reinforce turn off – shut off, switch off deepen – intensify, increase, grow, strengthen, reinforce, escalate, magnify uncover – reveal, discover, detect stand for – signify, mean, intend conduct – lead, guide, manage, control, govern walk away – walk off drop – fall gain – acquire, get, receive, achieve increase – grow, develop, spread, expand facilitate – help, forward, promote, ease, speed up
Adjectives and adverbs (pridevi i prilozi):
Prepositions and conjunctions (predlozi i veznici):
