Coaching to negotiate
‘Negotiation' is about winning. Yet decades of research at Harvard University have emphasised how much effective negotiation starts with the prospect that both parties to negotiate can 'win', by 'enlarging the pie'. In another metaphor, negotiation doesn't have to become a long-drawn-out, dog-eats-dog affair.
Understanding your own patterns of decisions
As you grew into your adult life, you gradually made increasingly complex decisions. Because of the effort involved in important decisions, we tend to simply overlook the host of little decisions we make. More importantly, we lose sight of contrasting styles of decision-making; as a result, flaws in our decisions too easily leave us bewildered.
A major benefit of coaching to negotiate lies in how you learn to recognise sources of bias, in your own mind, just as much as in minds and mouths of other people. This understanding frees you up to simply deal with reality and not to rely on particular formulae of words, however comforting they may appear to be.
'Behavioural economics'
This expression emerged from research about how people tend to make decisions about gains and losses in their personal lives and in business settings.
We coach you to recognise how the patterns of of your thinking and feeling can easily your choices and what you perceive as 'costs' and 'benefits'.
Situations in which we help people negotiate smartly include:
- difficulties in relationships at home or at work;
- deadlocked relationship with a customer, manager, subordinate or significant peer;
- feelings of inertia in your career;
- feeling isolated as a minority at work;
