The winner takes it all
In professional life and especially in the digitized world of work, we can observe all of them closely: The winner takes it all. Even if we feel more willing to compromise, our brains may put us under the microscope.
Veni, vidi, vici: I came, I saw, I won. Even today, this saying of the old Caesar is often quoted and has something fascinating for many.
Negotiating instead of begging
It should go fast with the "victory" over the "opponent". The reality is different. The more time you have, the less you will depend on a short-term result often bought under great compromise. Who determines time and space is always the Mightier.
Despite many years of hard work, you did not receive the longed-for promotion yet, but the youngster with the big mouth? No matter what you are with yours Chef Negotiate, you lose the short straw?
How to negotiate correctly!
Do not beg any longer, stop meekly nodding to any rejection, realize your value and negotiate! For who does not negotiate, who does not win!
With a courageous, self-assured attitude and positive attitude to negotiation, you will also leave the negotiation table with a winning smile and a great load of dopamine in the blood.
Lazy compromises, in which the brain rejoices
By the way: 90% of all people are willing to compromise. Ask yourself only what the individual understands by compromise. Fifty-fifty? Probably not.
Rather already "80 percent to me, 20 percent to you." A compromise where the rewards center should rejoice. Be vigilant that it is your own and not your negotiating partner.
Drei Beispiele für Verhandlungen
- Example ThyssenKrupp: Negotiations on merger of the stainless steel division with Outokumpu confirmed. They are currently in talks with ThyssenKrupp to explore possible strategic options. At the present time, however, there is no certainty as to whether there will actually be a transaction, it said.
- Example Stuttgart 21: The railway boss sets at Stuttgart 21 on negotiations: In the dispute over the additional costs for the construction project Stuttgart 21 railway CEO Rüdiger pit on a friendly solution. "We do not want a fight," said Grube.
- Example of negotiations on the EU agriculture budget: The negotiations on the future of the EU's agricultural policy aimed at achieving progress in environmental protection, for the rural population and in long-term food security. However, it seems that the well-known culture of agricultural payments continues.
What happens there?
One wonders: what happens there? When will the parties finally come to a conclusion? Of course, successful negotiation always requires a good deal of perseverance.
Experience shows, however, that often the time of "switching" of competing behavior ("I sit down", "I do not give in", "I make you flat") on cooperative behavior (where are similarities, how can we Taking into account the interests of both sides, what have we achieved so far together, where could a compromise lie?).
From competition to cooperation
This is absolutely necessary if you want to achieve a common result. Negotiations are always interactions between people in whom emotions play an important role - even if many do not want to or even deny that.
Even if the situation is initially tense by provocations, the defense of the opposing side or even personal attacks - positive conversation climate contributes to positive emotions.
It depends on the negotiating partner
It's never about your concerns, your goals, your interests alone, but always about those of the negotiating partner. This is the great art: Find out what exactly the other wants, what moves him, what he addresses, what he really wants or needs.
Anyone who provokes or attacks usually sets off an avalanche that he can no longer handle. So-called "irritating remarks" do not actually weaken the opponent, contrary to popular belief.
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