Negotiate toWIN
By: Diana Sada, Partner- FL Offices Burg | Simpson | Eldredge | Hersh | Jardine, P. C., Attorneys & Counselors at Law Phone: 941 / 777-6776 Email: dsada @ burgsimpson. com
Negotiation isn’ t just for lawyers in courtrooms or executives in boardrooms. In reality, we’ re all negotiating, all the time, often without even realizing it. Whether it’ s deciding who does the dishes at home or figuring out a compromise with a vendor in your association, negotiation is part of everyday life. And the key to negotiating to win is really about playing your cards right- focusing on mutual gains rather than zero-sum outcomes. Negotiation does not need to end up in conflict if you approach it correctly. It can be about understanding how to engage with others in a way that builds credibility and fosters cooperation.
As a lawyer, I’ m constantly negotiating on behalf of my clients. I learned that the road to a successful outcome in negotiations is really a contest of credibility. If you take a hard stance on a trivial matter, you may lose credibility. If that happens, you may not be taken seriously when you take a position on an important matter. This concept is universal. We’ ve always heard the golden rule that applies both at the negotiation table and in everyday interactions: pick your battles. If you argue over every minor detail, people will start to see you as someone who just loves to argue rather than someone who’ s focused on meaningful outcomes. Therefore, the art of negotiation often begins with knowing when to engage and when to let things go. If you decide to engage, broadly speaking, negotiations fall into two categories: the win-lose scenario, which is adversarial and often drains time and energy, and the win-win scenario, which is empathetic, rational, and goal-oriented. Aim for that win-win approach and you will
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