Step into Their Shoes in Negotiating by Jeanette Nyden

Step into Their Shoes in Negotiating
By Jeanette Nyden

Watch the Video Read the Insight Hear the Audio
The only way to really address what the other party wants and needs from you, and for you to get what you want and need from them, is to talk about your interests. Interests are the motivations for the positions you take.

For instance, telling a co-worker that you "want this yesterday!" is a position, while the motivating factors might be a looming deadline from her boss and incomplete information, all of which are conspiring to prevent her from completing the report.

When someone throws you a curveball, try one of these two suggestions: 1. Imagine what might be motivating them to say these things. I use the word imagine because you really cannot ever know what is motivating another person. You can, however, make some educated guesses and develop a way to confirm whether you are right or wrong. 2. Step into their shoes for a minute and think about what you would do if you were in their place. Ask yourself, "If I were in their shoes, what would I do/think/care about?"Use your ability to think like them to make suggestions that help you both reach a solution.

Sometimes talk without thinking. Use your ability to think like they do to offer a solution that is a win-win for you both.

Category:

Education

Tags:

• Jeanette Nyden
• negotiation
• CanDoGo