WE LEARN TO NEGOTIATE AS KIDS
We sometimes have to unlearn the habits we pick up such as shouting until we get what we want or walking away in defiance.
As adults, this shows itself as rigidly held non-negotiable positions.
Gradually we learn to identify each others interests in order to create value-adding agreement.
Learning to evolve from positional negotiating isn’t always easy. The behaviour is triggered by our more primitive minds.
We need negotiation skills in our personal lives and as leaders, professional and managers
- to make commercial agreements
- to settle disagreements
- to collaborate with others up, down, across our organisations and with external stakeholders
- to manage our careers
- to act on the interplay between our personal and work commitments
- to help us become competent negotiators of our family and social life
We are especially interested in understanding the components and dynamics of key relationships and how they interplay with substance and content.