Negotiating well to lead well Premium

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Leaders unite people by creating a network of common interests with other influential actors. And the more they progress, the more their interactions (and thus negotiations) with other prominent individuals multiply. What can you do to achieve more positive outcomes in your negotiations? Business Digest explains how to put the odds in your favor.


Learning the art of negotiation
Spending more than 75% of their time on interactions, leaders need to develop their ability to negotiate in order to increase their influence with teams, peers, partners, clients, and so on. This requires time, discipline, and a certain tolerance for frustration. But there are tools, which you can acquire, that are of great use for negotiating better and, above all, asserting your leadership better.

Assessing the soundness of negotations
There are many different types of negotiations. Identifying the best strategy for each type is based on a detailed analysis of the structure and process of upcoming discussions. Agreeing, from the start of talks, on the shared desire to reach a fair outcome prevents frustration. Honestly sharing mutual expectations (knowing what seems essential, secondary, and non-negotiable for the other instead of trying to guess) saves time and energy for both parties. In the case of disagreement over the outcome of the negotiation, settling on more modest goals will build shared trust and create the foundation for more ambitious talks later on.

Negotiate and influence like Churchill
Here are five tips developed by Winston Churchill, a strategist and skilled negotiator:
1. Argue with objective facts
2. Put yourself in the other person’s shoes
3. Confront policymakers with reality
4. Turn doubts into opportunities
5. Make concessions

Based on Shaping the Game: The New Leader’s Guide to Effective Negotiating by Michael Watkins (Harvard Business School Press, 2006), Zen and the Art of Negotiation by Philip L. Marcus (The Silloway Press, January 2010), and Negotiate like Churchill (“Négocier comme Churchill”) by Yann Harlaut (Eyrolles, June 2014), The Power of a Positive No: How to Say No and Still Get to Yes by William Ury (Bantam, February 2007), and the work by Christine Morlet, senior consultant and founder of the international network of negotiation experts (

Watch the video :

Margaret Neale: Negotiation: Getting What You Want

According to Margaret Neale, a professor at Stanford, negotiating is problem solving. In this video, she offers her advice on how to conduct your negotiations.