Good Negotiation = Win-Win
My team was used to doing its own thing until we got a new manager. We have to run everything by him first and when he doesn't agree with what we want to do, we get shut down.He says we have to negotiate our differences but whenever we try to convince him that we're right it seems we end up the losers — he tells us what to do, which doesn't always work out very well.
This used to be a creative, successful team, but getting shut down again and again is starting to take its toll. How we can negotiate with our manager and win?
Negotiation is back-and-forth communication designed to reach an agreement when parties have some interests that are shared and some that are different.
Within an organization, negotiation should not be a competition or about convincing someone that you're right and they're wrong. And, since nobody likes to lose, nobody really wins in the long run when winners and losers need to work together. Use these tips to set the stage for collaborative negotiating with your manager so everyone wins:
Be partners, not adversaries: The "we are all in his together" approach to problem-solving considers the needs and interests of all, focusing on mutual gain not win-lose. Behave like partners by acknowledging your manager's perspectives and ideas and agreeing where you can; ask him to do the same.
Prepare: Gather information to help your manager fully understand your viewpoint and share it in a format that meets his needs — if he likes details, provide them; if he prefers you to cut to the chase then just give him the high points. Before the negotiation, find answers to the questions he's likely to ask.
Focus on interests, not positions: After your team has considered what you want (your position) and why you want it (your interest), ask yourselves what your manager may want and why. List a variety of options to explore together and how they meet your needs, his needs and the organization's needs.
Be careful not to limit yourself with assumptions about what he will do.
Explain rather than defend: The more you defend your ideas, the more you become committed to them and the harder it is to let go. Listen with an open mind and change your mind when the information suggests you should.
