Leadership Essentials: Negotiating
In its simplest terms, negotiation is a discussion intended to produce an agreement. It is the process of bargaining between individuals or groups with two or more interests. Win-Lose negotiation is about ‘winning’ at all costs, even where the outcome of winning will have a detrimental impact on the other party. Lose-Lose is a scenario where neither party benefits from the negotiation. Win-win negotiation aims to resolve the conflict in a way that leaves all parties feeling they have in some respect ‘won’ when the negotiations are complete and is therefore what you should aim for.
‘Leadership Essentials: Negotiation’ provides an overview of why negotiation is essential for leadership capability and includes ‘Top Tips’ on how effective negotiation can help you become a better leader.
The Essentials leaflet is supported by three Spotlights that look at negotiation in more detail to help you improve your leadership skills:
- What is Negotiation?
- Achieving Win:Win Outcomes
Spotlight on Assertiveness
"To be passive is to let others decide for you. To be aggressive is to decide for others. To be assertive is to decide for yourself. And to trust that there is enough, that you are enough."
Dr Edith Eva Eger (2017)
Spotlight on What is Negotiation
"Negotiation is about finding a solution to your counterpart’s problem that makes you better off than you would have been had you not negotiated."
Neale, M.A and Lys, T.Z (2015)
Spotlight on Win:Win Outcomes
"With a Win/Win solution, all parties feel good about the decision and feel committed to the action plan. Win/Win sees life as a cooperative, not a competitive arena."
Stephen Covey (1992)