You are negotiating all day, every day

1. April 2020
Just talking?

Covid 19 & Home office: Whether you are aware of it or not, you negotiate all day

The longer Covid-19 forces us to work from home, the more obvious it might become that online & offline, in the house and outside, you better be prepared to negotiate well if you don´t want to risk a sudden explosion. You can put of negotiations only so long before people they explode right in your face.

People are often amazed when they learn how often they are negotiating without realizing it (see biggest mistakes in negotiations). This in itself doesn´t constitute any disadvantage, after all, people do all sorts of things without being fully aware what they are doing is actually called.

However, not recognizing when you are negotiating is a big disadvantage for two reasons:

  1. You are making your life more difficult than it needs be:
    If you don´t understand what game you are playing (the negotiation game!) you won´t be able to use it´s rules to your advantage and are often left out feeling dumbfounded by unexpected turns. When the whole family might be bound to stay together for an increased time you should face and negotiate conflicting needs to avoid catastrophe.

  2. You are not balancing interests and thus risk relationships breaking down:
    Understanding and using negotiation strategies & tactics makes achieving your aim, but also the aims of people around you, so much easier. You not only can convince people, but might want to do so investing much less energy and taking into consideration their options. That might start with “simple” (yet not easy) communication skills like listening skills

So, when are you negotiating?

“A negotiation is an interaction in order to influence the behaviour of at least one other person, whereby different interests are reconciled and brought about in the developing process. This definition shows that the term can be widely applied. In other words: We often negotiate without conscious realisation. The side discussion in the company kitchen to arrange who buys coffee when is a negotiation, just like the phone conversation with your partner to decide on the evening’s entertainment.

Definition taken from Master Negotiator, page 20

This is much less complicated that is looks like:

Whenever diverging interests need to arrive at a common conclusion, whether it be sales prices, a holiday venue or a company takeover, people have to be influenced in order to push interests through. To clarify, this does not mean to the detriment of the other side nor suggest unconscious influence.”

Negotiating without realizing it

Anything you might want somebody else to do which you can´t force them to, will become a negotiation, if they won´t anyway do it. The key is the phrase “diverging interests”.

  • Want your Mum to cook lunch later than she has planned?
    You´re in a NEGOTIATION
  • Want your kid to stop watching TV without screaming?
    You´re in a NEGOTIATION
  • Want your spouse to bring down the trash more often? NEGOTIATION
    You´re in a NEGOTIATION
  • Want to get the fresh bunch of parsley from the market stand, not the old one?
    You´re in a NEGOTIATION

I could continue the list… basically every time the other side has a free will to not grant your wish, you will have to somehow interact with them to get your way. If you can´t order, force or otherwise just make them do like you wish (luckily that´s not readily possible), you will likely need to start a negotiation.

This means, all the rules of negotiation come into play, like preparation, strategic planning, communication skills etc. Knowing and applying them might save you a lot of energy and bring about your goals when working and living with other people.

If you want me to quickly help you use lead better negotiations, no matter the topic, let´s have a call

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How one can learn negotiating?