Having the appropriate tools at hand can facilitate everything from closing a business deal to resolving conflict. With that in mind, we will delve into two tools that are highly effective in negotiating: problem-solving and assertiveness. These will help you solve difficult negotiations, gain favorable results, and still foster good relations with people.
A problem best defines negotiation as missing links or gaps to fill, not as a competition to win. A consummate negotiator is able to deal with challenges through problem solving as well as innovative thinking. Problem-solving is being able to come up with a solution that out meets everyone’s expectations.
Case Study: Creative Problem Solving in Action
The creative problem-solving example discussed in Southern California Edison’s partnership agreement with Bonneville Power Administration is one where the two had to merge. The two had to work collaboratively to resolve a pollution issue while ensuring that the environment was still protected. The final outcome was not only helpful with reducing pollution, but also supportive of the region’s ecosystem.
The accord included a boost of water supply on the Columbia River from summer months which helped in producing surplus electricity. The surplus generated during summer, could then be returned in winter when the demand was high. Consequently, this extra water produced during summer led to more salmon surviving, and the lowering costs of oil and coal, AND NONE OF IT INVOLVED PAYING ANYONE OFF.
Key Takeaway: Solving problems innovatively also offers satisfying solutions conflicts where no money is exchanged. Here, more is achieved: people’s imagination as the form of envinronmental and economic good resources.
How To Be Assertive When Negotiating
Being assertive in communication is an essential skill in negotiating. All great negotiators have this trait as they always express their ideas in a straightforward yet respectful manner without being aggressive. In negotiations, assertiveness is important in clarifying your position and ensuring that you are understood.
The word assertiveness tends to get misunderstood a lot. Most people believe it means being confrontational all the time, but that could not be further from the truth. Assertiveness is about making yourself heard and conveying your thoughts without offending anyone. In negotiations, assertiveness works best as it gets you the desired outcome and offers clarity.
Passive Communication: Body language is over confident, use speech that is cluttered with fillers, and have the unwillingness to defend themselves. Passive communicators try to avoid arguments, but run the risk of being ignored during negotiations.
Aggressive Communication: This kind of communication is confrontational and aggressive in nature, often using overbearing threats. These strategies might initially appear effective, but aggressive communication tends to disrupt negotiations and harm relationships.
Assertive Communication: Rather, assertive communicators confidently express their ideas while still considering other people’s opinions. This approach works best during negotiations as it helps ensure that all parties had genuinely constructive interactions after the meeting.
The Bottom Line: Assertiveness is not about fighting, it’s about expressing all your thoughts clearly and proudly.
The Difference Between Assertive and Aggressive
The essence of assertiveness relies in how your opinion is put forth. Aggression on the other hand, doesn’t restrict oneself from being violent or threatening. What one is effectively pointing out is that assertiveness encourages healthy engagement in conversation, whilst aggression instigates hostility and arguments.
For example: Constructing an assertive response to a work situation such as, “I am unable to take on this task at the moment due to current priorities, but I would be happy to assist at a later stage” conveys ability to come in to help while being confident without being aggressive. This response is direct and self-assured, yet non-aggressive or dismissive.
Employing the Sandwich Technique to Decline
Employing the Sandwich Technique is one way that geared assertive communication can serve. With this method, it is possible to respectfully communicate a “no” with some remaining positive leanings. This strategy requires one to place one’s refusal in a statement that overall is positive, which lessens the impact of the refusal and reduces any adverse reactions.
How to Go About the Sandwich Technique:
Make a positive assertion first: Appreciate something the person requesting has done or something about them.
Clearly and firmly state “no”: Articulate your inability to address the request clearly.
Make a second positive assertion: State that you value efforts to work together in some other context or hope to work together in the future.
My example: Thank you for considering me for this project. I am interested in working with you. Unfortunately, I cannot accept additional work at this moment because of my current duties. I hope we can connect for other opportunities later.
What To Remember: The Sandwich Technique is very effective in helping one decline a request without causing offense, helping to maintain relationships, as well as ensure that the parties involved remain respectful to each other.
Key Takeaways for Successful Negotiation
Problem Solving: Problem solving ensures that there is creativity in identifying solutions to issues that are beneficial to both parties without involving monetary transactions. It is getting out of the box to think how both parties can win.
Assertiveness: Assertiveness is one of the major requirements to enable effective communication. It makes it easier for you to be understood without being hostile and ensures that you participate in the negotiation.
The Sandwich Technique: The Sandwich Technique affords one the opportunity to decline a request directly without being offensive. This ensures one maintains good relations with the parties involved throughout the negotiations.
Conclusion
Using boldness together with creativity enables one to solve problems. This approach can boost one’s effectiveness in negotiations. The more creative solutions you can come up with and the more confidently you share your needs, the easier the most complex negotiations become. The aim of negotiation is to reach a consensus between all parties involved, and it is clear to see now that with the right tools, you can make anything happen.
Categories: Negotiation Skills
