Our last article ‘Negotiation in Uncertain Times’ was well received, so this article will comment further on the tough challenges for negotiators in times of economic downturn.
Skilled negotiators and influencers have long recognized the power created by linking views with those who hold authority. Then when this 'authority' power is allied with the drive to remain consistent, it becomes a powerful combination to strongly influence mindsets.
There is considerable evidence that men routinely claim a greater share of resources when negotiating. Research shows that differences in ethical standards are a plausible reason for this disparity with men consistently showing more acceptance of, and willingness to use, unethical negotiation tactics.
The COVID-19 pandemic has highlighted how globalized supply chains can become severely weakened when there is limited availability of raw materials, manufacturing capacity and logistical support. Many organizations are now rethinking and renegotiating their supply contracts to account for new work practices, government-imposed restrictions, site closures, delivery delays, and diversification of suppliers.
Who made the first main statement in your last negotiation, and how did they make it? Consider both a major negotiation between your organisation and another, and a minor situation of interpersonal influencing within the family.
Whether you are asking for additional resources, agreeing terms with a supplier, conducting a staff performance review or discussing your next ...