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Negotiating for the outcome you want

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When you’re trying to negotiate something at work, it can be hard to figure out the best way to successfully talk to a co-worker, writes Robert Cialdini for AG Professional. Here are some key points for talking to co-workers and negotiating the outcome you desire:    

  • Treat others how you want to be treated. In order to benefit from a negotiation, it’s important to give as much to the negotiator as you want to receive. This doesn’t always have to be physical objects. It can be intangibles such as attention or respect.
  • Find a third party to help you communicate. If you are an expert in your field, it can sometimes be hard to communicate to others the amount of knowledge you have. Instead of letting your knowledge get in the way of a good negotiation, find a third party to help you communicate what you know to the person with whom you are trying to negotiate.
  • Be consistent. When negotiating with someone, be sure to recognize any prior commitments they stayed true to, and link that to your requests. If necessary, you can get the commitment in writing so the employee feels a stronger pull to complete the request.
  • Make the outcome a popular option. Most people follow the crowd, especially in times of uncertainty. Use this to your advantage by making the result of the negotiation a popular option. If the person you’re negotiating with sees it as the most-liked option, he or she is likely to choose it.

— Adapted from “The six principles of successful workplace negotiation,” Robert Cialdini, AG Professional.

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