This is how you can get the most out of a negotiation without changing who you are, writes WomenOnPurpose1
and trust are the top six skills most often identified as essential to superior negotiation. Studies suggest that aside from assertiveness, the other five skills are considered"feminine" traits by most. Yet, ironically, people still cling to the misguided belief that women are likely to be less effective.The same misconceptions that lead people to believe women are not effective negotiators also lead to the mistaken belief that nice people finish last in negotiations.
It is only through sharing one’s real needs and discussing those of the other party that opportunities arise to find creative solutions to meet those needs—often in unexpected ways. A guarded, defensive posture in negotiations triggers a response in kind. This is rarely, if ever, a strong place from which to bargain for best outcomes.Another spinoff myth from the competition model is to never make the first move in a negotiation and/or that concessions are a sign of weakness.
It is often said that emotion has no place in negotiations. In fact, one of the unfounded criticisms levied against women is that they are too emotional to be good negotiators. There is a difference, though, between being emotional and bringing emotion to a negotiation. While being emotionally reactive and losing the clarity required to achieve desired outcomes is dangerous, bringing the emotional resonance of one’s “why” can be a powerful motivator in a negotiation.
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