YOUR BUSINESS


have the tendency to react with fear or anger when they feel that their interests are threatened. Don’t allow your emotions to get involved in a negotiation. The fi rst step in dealing with emotions is to acknowledge them, and to try to understand their source. Also, don’t dismiss another’s feelings as unreasonable – this could provoke an even more intense emotional response from them. Don’t allow yourself to react emotionally to emotional outbursts. Try to ease the tension. Simple gestures such as an apology or an expression of sympathy can help to defuse an emotional situation.


COMMUNICATION Communication is the third main source of people problems in a negotiation. The parties may not


be speaking to each other, but may instead be grandstanding for their respective constituencies. They may not be listening to each other, but may be planning their own responses. Even when the parties are speaking to each other and are listening, misunderstandings can still occur. To combat these problems, try to practice active listening. Give the speaker your full attention, occasionally summarizing his or her points to confi rm you understand what they are saying. Remember that understanding the other’s case does not mean agreeing with it. You should direct your speech toward the other parties and keep focused on what you are trying to communicate. Each side should avoid blaming or attacking the other, and should speak about themselves.


Work911.com off ers the following tips for eff ective negotiations:


SOLICIT THE OTHER PERSON’S PERSPECTIVE


In a negotiating situation use questions to fi nd out what the other person’s concerns and needs might be. You might try: What do you need from me on


this?


What are your concerns about what I am suggesting/asking? When you hear the other person


express their needs or concerns, use listening responses to make sure you heard correctly. For example: “So, you are saying that you are worried that you will get lost in the shuffl e and we will forget about you...Is that right?”


58 | DOMmagazine.com | oct nov 2016


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