What is Negotiation?
Well, we will Continue from we have left it in our First Part, Do Check it out to understand Part 2 of this Topic.
So, Two weeks later, your Boss runs up to you and blurts, "What Happened?"
You reply, "I don't know. I did exactly what you told me to do."
We have a name for that in today's world. We call that phenomenon "Malicious Obedience". And there are many people out there who practice it to a refined art. So if you happen to be a Boss, you never want an employee to do exactly what you tell him to do.
You want him to occasionally do what you don't tell him to do ... often what you can't tell him to do, because many problems can't be anticipated.
Not only do you negotiate with your Boss or your Subordinates, but you also negotiate with your Peers. To get your job done, you need the cooperation, Help, and Support of many people whose boxes aren't situated beneath yours on an organization chart with the Arrows pointing upward.
These people may have different functions or different disciplines. They may even be in different Parts of Town. You need Negotiation skill to obtain their help and support.
You may Negotiate with customers or Clients, Bankers, Vendors, Suppliers, even Governmental Agencies from the Internal Revenue Service to the Occupational Safety and Health Administration.
You may Negotiate for a Larger Budget, More Office Space, Greater Autonomy, Time off from work, A Geographical Transfer, or anything you believe will meet your needs.
The Point is that you Negotiate more often than you Realize. Therefore you should Learn to do it well. You can learn to be effective- and thus enhance the Quality of your Life - on and off the job.
In every Negotiation in which you're involved-in every Negotiation in which I'm Involved- in fact, in every negotiation in the world ( from a Diplomatic Geopolitical Negotiation to the purchase of a Home)-
3 Crucial Elements are always Present:
- Information: The other side seems to know more about you and your needs than you know about them and their needs.
- Time: The other side doesn't seem to be under the same kind of organizational pressure, time constraints, and restrictive deadlines you feel you're under.
- Power: The other side always seem to have more power and authority than you think you have.
If you think you don't have it, even if you have it, then you don't have it. In short, you have more power if you believe you have Power and View your Life's encounters as Negotiations.
Your ability to Negotiate determines whether you can or can't influence your environment. It gives you a sense of mastery over your life. It isn't chiseling, and it isn't intimidation of an unsuspecting mark.
It's analyzing Information, Time, and Power to Affect behavior ... the meeting of needs ( yours and others') to make things happen the you want them to.
The fine art of Negotiation isn't really new. By my definition, two of the greatest negotiators in history lived approximately 2000 years ago. Neither had formal authority. However, both exercised Power.
Both men dressed shabbily and went around asking questions ( thereby gathering information), one in the form of syllogisms, the other in the form of parables. They had objectives and standards.
They were willing to take risks- but with a sense of mastery of their situation. Each man chose the place and means of his death. However, in dying, both gained the commitment of followers who carried on after them, changing the value system on the face of this earth.
Infact, many of us try to live by their Values in our daily lives.
The reference is to the Prophet Jesus and Socrates. they were Win-Win Ethical Negotiators, and they were Power People. Infact, both of them deliberately used many of the Collaborative Approaches, which will will be taught to you in the coming Topics .
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