January 8, 2024

NEGOTIATING YOUR VIEWPOINT

An exchange of viewpoints can be a very tough negotiation. Ideas are like possessions; people don’t want to part with them. Here are eight things to consider whenever you are persuading someone to accept your viewpoint during negotiation:

  1. Talk less, listen more. The other person wants to be heard. When you let the other person talk, you can gain many insights into their viewpoint. Chances are the other person will reciprocate and be more attentive when you speak.
  2. Don’t interrupt. Interruptions make people angry and block communication.
  3. Don’t be belligerent. When you feel strongly about something, it is more difficult to be soft spoken than harsh. But a soft-spoken person encourages the same treatment from others. An argumentative attitude has little success in changing opinions.
  4. Don’t hurry to bring up your own points. As a rule it’s best to hear the other person’s full viewpoint before expressing your own.
  5. Restate the other person’s position and objectives as soon as you understand them. People like to know they’ve been heard and understood. This is an inexpensive concession for you to make; it forces you to listen better; and helps you to phrase your points in the other person’s terms.
  6. Identify the key issue and stick to it. Cover one point at a time and avoid trying to overwhelm with arguments.
  7. Don’t digress and try to keep the other person from digressing. Three ways: temporarily agree on nonessential points, agree to discuss some issues later, treat some issues as not being relevant.
  8. You will find it works better to be “for a point of view,” not against one.

When you try to convince another to accept your viewpoint, realize that their acceptance may take some time. Give the other person time to get used to your ideas rather than attempting to force them to make a quick decision. People need time to assimilate anything new or different.

You are asking the other person to exchange your new ideas for their old. It’s just like you are asking them to discard their old friends. Right or wrong, they have grown accustomed and committed to their viewpoints; and it is logical that they will be more receptive to your viewpoint if you simply give them time to adjust.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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