Negotiation Strategies in the Workplace

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  • 0:04 Negotiation Strategies
  • 2:07 Tactics for Workplace…
  • 4:22 Lesson Summary
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Lesson Transcript
Instructor: Allison Tanner

Allison has a Masters of Arts in Political Science

This lesson discusses the five types of negotiation strategies. It then discusses effective negotiation and provides several tactics for negotiating effectively in the workplace.

Negotiation Strategies

Megan wants a raise, and John wants Mark to complete his work on time. Issues like these can begin to cultivate conflict in the workplace. But no worries, Negotiation Man (N.M.) is ready to fly in and create a winning solution!

Negotiation is the use of a specific and purposeful form of communication between two or more people in order to resolve conflicts. To better understand the subject, N.M. quickly draws a negotiation matrix to show that there are five common forms of negotiation which can be used by employees and employers.

Negotiation Strategies
negotiation strat

The matrix shows that the strategies at the top are the most assertive, and that the strategies on the right side are cooperative. This means that top left corner is competing, which is assertive but not cooperative. In this situation, one person fights to win until the other person loses. In the bottom left corner, avoiding means there is low assertion, meaning one person shies away from conflict and the other person wins by default. Accommodating is highly collaborative but low in assertion. This means that someone is willing to sacrifice in order to let the other person win. In the center is compromise, which means that both people win a little and lose a little. In the top right corner, collaboration, the parties work together to create a win-win solution where everyone is fully satisfied with the outcome.

Each type of negotiation has a time and a place for its use. For example, if in a dangerous situation such as mugging, you will not want to compete or attempt to collaborate with the mugger; rather, it is better to accommodate. However, in the workplace, collaboration is usually the best option because it creates win-win solutions and allows all parties to feel strong and empowered. Additionally, win-win solutions help:

  • Cultivate a positive working culture where staff members feel that they can communicate with one another
  • Increase productivity by providing a comfortable environment where issues are quickly resolved
  • Develop creative solutions because people are more effectively working with one another

Tactics for Workplace Negotiation

So how can Megan collaborate with her boss in order to negotiate her raise, and how can John negotiate with Mark to complete his tasks on time? N.M. explains that there are some important tools that can be used to help team members negotiate effectively.

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