Shape the Message You Want to Send
Knowing how your organization or group works allows you to better contribute to its welfare and shape the message you intend to send. There are, in most organizations, if not all, a formal and informal organizational structure existing side by side...
It’s a matter of give and take. If you allow others to speak, most will recognize your right to do so. Courtesy dictates that each party to a disagreement be permitted to complete their thoughts before the other starts. If they do not let you do so, you have the right to insist that they do.
“Tell me something I don’t know.” People don’t listen to those who tell them what they already know. As a person who wants to be heard, you owe it to your colleagues to bring to their attention matters relevant to them and their problems, not yours. The conduit to their attention is your knowledge from experience, work, and connections that can be of help to them.
How we express ourselves is as important as what we say. If you want others to give consideration to your thoughts and concerns, take the time to present them in a coherent, interesting way. That’s part of the bargain we make with one another at work.
Those on the front line of knowledge by virtue of profession or function in the organization command our attention. Salespeople who, because they meet customers every day, perceive how tastes are changing or where the marketplace is heading are listened to and heard. Such information and knowledge used to move from the top-down, now it moves in the opposite direction.
When meeting to resolve any problem or disagreement give thought to the right time and place. If you fail to do so, then your best ideas may fall on deaf ears.
What is face negotiation theory? When was the last time you were having a conversation with someone and noticed their facial reactions? What did you do? Did it alter the way you pushed the conversation forward? In most cases, this is precisely what happens. While some may see an emotional reaction and take advantage of it to press their needs or desires, others may shift their manner of speech, change the subject, or otherwise be more concerned with how that individual is reacting or responding...Read More
Whether you’re negotiating for a better price on lunch or a new car or a multi-million dollar deal at work, how you listen matters. Of all the life skills we develop from childhood, listening is actually one of the most overlooked and underappreciated...Read More
Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...Read More