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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Neogtiation: How to be Right Without Making Other People Wrong
What exactly are we trying to accomplish by proving to others that we're right? We might win the argument but ultimately lose the relationship. Perhaps a better, deeper-rooted question is this: Why do we lose sight of success, of our big objective, when we feel challenged or intimidated? When I prepare to negotiate, provide a service or turn my employees' talent into performance, I know deep down that if I make people feel valuable they will see my input as having value. But in that moment when they are just hands-down, across-the-board dead wrong, I sometimes can't stop myself from letting them know how incredibly wrong they are. When that happens, my ability to influence them vaporizes on the spot, and I'm left dealing with the response I created by making them wrong. I think this is the most consistently counterproductive thing we do in business and, I suspect, in our personal lives too. It may be the foundation of communication breakdown. Maybe this behavior is so prevalent because it's part of human nature. Could we be natural born jerks? (Jerkdom - nature or nurture?) If so, how do we overcome the urge to prove our point at the expense of our business or relationship? Wynn Solutions studied thousands of top communicators and saw a common behavior among them: the practice of not making people wrong. We decided to find out how they did it. We discovered that these top communicators lowered their expectations of other people's behavior before meeting with them face to face. It seemed to reduce the tendency to overreact in the heat of the moment. Also, they walked in the door with an agenda of not making the other person wrong and of looking for areas where the other person's knowledge was strong. So when that moment came - when other people made their limited knowledge obvious - top communicators were not so ready to pounce. This approach may sound a bit condescending to some, but it sure beats dealing with communication issues you create for yourself by having to prove you're the smartest person in the room. It allows you to be right without making others feel wrong. Garrison Wynn,CSP 2005 Garrison Wynn is a nationally known speaker, trainer, and consultant. He is the president and founder of Wynn Solutions, specializing in building profitable business relationships. 888-833-2902
MORE RESOURCES: Portland State University Reaches Impasse With Faculty Union in Labor Negotiations - Willamette Week Ukrainian, US officials negotiated throughout the night amid minerals deal dispute, Axios reports Kyiv Independent 'All wars end through negotiation': US envoy Kellogg tells wounded Ukrainian soldiers in Kyiv when asked The Times of India TCAT workers union holds rally amid contract negotiations The Ithaca Voice Albany Med nurses continue negotiation on Monday for fair union contract WNYT NewsChannel 13 Medicare’s Drug Price Negotiation And Innovation: What’s Off The Table Matters Too healthaffairs.org Peace Through Strength in Ukraine: Sources of U.S. Leverage in Negotiations Quincy Institute for Responsible Statecraft Trump warns Zelenskyy to quickly negotiate war's end with Russia or risk not having a nation to lead The Associated Press White House Hints at Rapid End to War in Ukraine: Trump's Negotiation Strategy Under Scrutiny EU Today United States and Russia exclude Ukraine in negotiation talks Eight, Arizona PBS Prioritizing Nuclear Negotiations With Iran Carnegie Endowment for International Peace What People Still Get Wrong About Negotiations HBR.org Daily Why Europe’s leadership is skeptical of negotiating with Putin FRANCE 24 English As U.S. and Putin negotiate, intel shows he's not interested 'in a real peace deal,' sources say NBC News Putin rates US talks ‘highly’, says Russia ready to negotiate over Ukraine Al Jazeera English How to handle difficult conversations in your early career, from salary negotiation to solving conflict The Conversation Indonesia Thirteenth meeting of the Intergovernmental Negotiating Body (INB) for a WHO instrument on pandemic prevention, preparedness and response World Health Organization Ukraine: No ‘negotiation’ with aggressor Russia The Seattle Times Education bill inches toward House vote amid negotiations and questions over funding Alaska Public Media News Bucs, Chris Godwin Extend Negotiating Period Buccaneers.com How ‘Masculine Energy’ Can Hinder Your Negotiation Success Columbia University Europe needs a seat at the table in Ukraine negotiations Atlantic Council Could Colorado River negotiations take a turn under the Trump administration? Colorado officials hope not The Aspen Times City Council to Negotiate with Firefighters Monday The Cheyenne Post U.S., Ukrainian officials negotiate on cease-fire deal FOX 32 Chicago Influencers and Creatives Gear Up for Annual Negotiation Competition and Conference University of Miami: News@theU Opinion: Negotiating With the Devil The Media Line ‘Dictator’: Trump blasts Zelenskyy amid negotiations over Ukraine war Al Jazeera English Day 5 of WHO INB 13, negotiations on a pandemic agreement Knowledge Ecology International AI Vendor Contracts: Negotiation Tactics and Comprehensive Due Diligence Foley & Lardner LLP Geisinger nurse strikes end, but negotiations continue Wilkes-Barre Citizens Voice Rutte reveals his new NATO negotiation spending tactic Euromaidan Press Green Fields Market move on pause while Cleary Jewelers negotiations proceed in Greenfield The Recorder Congressional Leaders Negotiate Budgets Transport Topics Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center Portland State faculty union steps closer to potential strike, declaring impasse in contract negotiations Oregon Public Broadcasting Wheels & Deals: Mastering the Art of Negotiation for Settlement Talks and Mediations American Trucking Associations Alachua County continues negotiations with UF on animal services - Mainstreet Daily News Gainesville Alachua County continues negotiations with UF on animal services Mainstreet Daily News Gainesville News Flash • Union Negotiations City of Boynton Beach Ukraine’s Path Forward: Negotiating Peace Amid Competing Futures Center For American Progress Latest On Mikko Rantanen Extension Negotiations prohockeyrumors.com ICC urges negotiation over retaliation on trade tariffs International Chamber of Commerce Articulating policy options regarding implementation of the Medicare drug price negotiation program's renegotiation provision Brookings Institution How Trump friend Steve Witkoff ended up at the center of high-stakes Ukraine, Israel negotiations CNN Is Trump wrong to negotiate with Russia? Denison Forum COP29: Climate negotiation drafts are an affront to human rights Amnesty International White House outlines plans for distribution of DOGE checks amid Congressional negotiations NBC 15 WPMI What Medicare Negotiation Tells Us About Drug Pricing In The U.S. healthaffairs.org ‘I’ve dealt with Lavrov’: McFaul exposes Russia’s negotiation traps on Ukraine The New Voice of Ukraine A Special Representative of Europe Must Be Involved in the Negotiation Process of Achieving a Just Peace – The President — Official website of the President of Ukraine Офіційне інтернет-представництво Президента України CMS faces renewed legal pressure on drug negotiation program Fierce healthcare Exclusive: EU's Costa says 'no credible negotiations with results' without Ukraine, EU - Talking Europe FRANCE 24 English LVHN sues pharmacy benefits company with ties to St. Luke’s, claiming fraud led to failed negotiations The Morning Call The Secret to Cross-Cultural Negotiations HBR.org Daily |
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