The Program on Negotiation’s Post

"Interestingly, being powerful and feeling powerful have essentially the same consequence for negotiations." According to Professor Cameron Anderson of Haas School of Business at the University of California, Berkeley, we can create a temporary sense of psychological power and experience consistent and predictable effects–both positive and negative-if we wield it in negotiation. Psychological power is a form of currency that divorce lawyers use in negotiation to broker settlement agreements. Fear of loss, exposure, and reprimand are powerfully persuasive. Definitive outcomes, privacy, and closure are powerfully seductive. Psychological power can pale in the presence of a powerful legal team or sound legal position but behemoths may topple in the face of a powerful judge who can be wildly unpredictable . "Power does not exclusively refer to the threat or use of force by one actor against another." Power can entail artful dialogue and storytelling that creates vivid images of the risks of going to court and rewards of negotiating agreements. The key is wielding psychological power gracefully. #ucberkeley #harvardlaw #negotiation #negotiationskills #conflictresolution #conflictmanagement #divorce #divorcelawyer #divorcemediation #familylaw

It's possible for you to have a psychological sense of power in #negotiation even when you lack objective power.

Research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind. This, in turn, leads to the recognition of golden opportunities to expand the proverbial pie and create value for both sides. #pausing #communicationskills #negotiationskills #negotiation #valuecreation

𝑬𝒙𝒑𝒍𝒐𝒓𝒊𝒏𝒈 𝒕𝒉𝒆 𝑷𝒔𝒚𝒄𝒉𝒐𝒍𝒐𝒈𝒚 𝒐𝒇 𝑵𝒆𝒈𝒐𝒕𝒊𝒂𝒕𝒊𝒐𝒏 Negotiation is an integral part of life; whether it's discussing a salary raise with your boss, haggling for a better deal at a car dealership, or convincing your little one to eat broccoli. This insightful article from Psychology Today delves into the psychology of negotiation, shedding light on essential aspects that contribute to successful negotiations. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻  Negotiation is essentially a joint decision-making process through interactive communication. It's the art of choosing constructive dialogue over unsolvable conflict to reach an agreement. Different approaches to negotiation exist, running along the conflict handling scheme by Thomas Kilmann (TKI),  ranging along five core areas: competing (I win, you lose), avoiding (no action), accommodating (you win, I lose), compromising (we both win “half of great”), collaborating (you win, I win). The choice depends on you, the other, the situation, and the joint effort you are willing to set into it. 𝗞𝗲𝘆𝘀 𝘁𝗼 𝗦𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 Numerous factors influence negotiation success, including party interests, the fairness of proposals, trust-building relationships, alternative options, commitment levels, and communication styles. Focusing on interests rather than positions, addressing problems, exploring multiple options, and using objective criteria are key principles in successful negotiations. The well-known Harvard Negotiation Concept “Getting to Yes” by Fisher-Ury builds strongly on this approach. Building on this, the article introduces the concept of "principled negotiation," which emphasizes collaboration and problem-solving over positional bargaining. It encourages negotiators to view themselves as partners working to find mutually beneficial solutions. 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴 @𝗙𝗣𝗖 At the Female Power Circle, we recognize the importance of negotiation in personal and professional growth. In 2024, we are thrilled to announce a new Negotiation Workshop to enhance your individual negotiation skills. Our special approach: we strongly tie it to your personality. For negotiation, there is no “one fits all”. You might have never thought about certain negotiation strengths you are holding that seem to be different from the first idea one has of a “good negotiator”. Join us, and let's embark on this journey together! Click here to find all Information about the Workshop: https://lnkd.in/ejaXUFaF #NegotiationSkills #FemalePowerCircle #LearnAndGrow #femalepowerretreats #work #negotiation #entrepreneurship #mentorship #leadership #creativity #management #productivity #future #personaldevelopment #inspiration #education #innovation #mentoring #leadershipfirst #leadershipcoaching Link to the Article: https://lnkd.in/eWBGBmX7

Negotiations are an integral part of our lives. It is worth understanding the psychology behind it to learn how to negotiate more successfully. Join the Female Power Community to explore your authentic negotiation style. https://lnkd.in/eVdUzVEG

Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation

How to #negotiate for anything at work . Advice for a Harvard Expert

Negotiation skills are essential in both personal and professional contexts. Explore the art of negotiation, from effective communication and conflict resolution to negotiation strategies and tactics. Learn how honing your negotiation skills can lead to successful outcomes in various aspects of life.

“Never Split the Difference by Chris Voss” Life is a series of negotiations; the techniques and actionable advice from the book will give you a competitive edge in any discussion. A mind-blowing read and I highly recommend it to one and everyone! 12 lessons from the book 🧵 1) Without a deep understanding of human psychology, without the acceptance that we are all crazy, irrational, impulsive, emotionally driven, all the raw intelligence and mathematical logic in the world is little help in the fraught, shifting interplay of two people negotiating. 2) Your most powerful tool in any verbal communication is your voice. You can use your voice to intentionally reach into someone’s brain and flip an emotional switch. Distrusting to trusting, nervous to calm. 3) Mirroring: It is the art of insinuating similarity, which facilitates bonding. Use mirrors to encourage the other side to empathize and bond with you, keep talking, buy your side time to regroup, and encourage to reveal their strategy. 4) Tactical Empathy: It is understanding the feelings and mindset of another in the moment and also hearing what is behind those feelings so you can increase your influence in all the moments that follow. 5) Labeling: It is a way of validating someone’s emotion by acknowledging it. Give someone’s emotion a name and you show you identify with how that person feels. 6) Great negotiators seek “No” because they know that’s often when the real negotiation begins. Politely saying “No” to your opponent, calmly hearing “No” and just letting the other side know that they are welcome to say “No” has a positive impact on any negotiation. 7) When you adversaries say, “That’s right,” they feel they have assessed what you’ve said and pronounced it as correct of their own free will. They embrace it. In negotiations, we never try to get to “yes” as an endpoint. “That’s right” often leads to the best outcomes. 8) Creative solutions are almost always preceded by some degree of risk, annoyance, confusion, and conflict. Accommodation and compromise produce none of that. You’ve got to embrace the hard stuff. That’s where the great deals are. And that’s what great negotiators do. 9) Remain rational in a negotiation 10) In any bare-knuckle bargaining session, the most vital principle to keep in mind is never look at your counterpart as an enemy. The person across the table is never the problem. The unsolved issue is. So, focus on the issue. 11) Unbelief is the friction that keeps persuasion in check. Giving your counterpart the illusion of control by asking calibrated questions – by asking for help – is one of the most powerful tools for suspending unbelief. 12) In this world, you can get what you ask for; you just have to ask correctly.