When we ask people about their negotiation issues, almost everyone tells us that their toughest negotiations are with the people they work with. Mastering internal negotiations is essential for achieving professional goals and fostering a collaborative work environment.
What makes internal negotiations unique is that you’re dealing with people who you see every day. You work with many of them on various projects, and you may need help from them in the future. Some may even impact your career advancement. Needless to say, the stakes are high when it comes to negotiating internal conflicts.
The biggest mistake I see with internal negotiations is that people approach them as obstacles to overcome. That puts them in a competitive mindset right out of the gate. As such, they’re more apt to fight than to collaborate, more likely to hide information than to share it, and prone to taking rather than trading. None of this makes the internal negotiation any easier. However, there’s good news: It doesn’t have to be that way.
In a recent negotiation consult, I was working with a marketing executive who, as part of a larger client program, needed additional internal resources to effectively launch the client’s campaign when the client wanted. His temptation was to just beat up his team to do the client’s bidding. However, he took a different approach and was able to productively negotiate for what he wanted and, ultimately, what the client wanted, while helping his organization’s departments balance their resources and needs.
Here are some of the negotiation techniques he used, which can be applied to any internal negotiation:
- Build trust and rapport. If the only time you talk to someone is when you want something, you’ll rarely get their cooperation. Establishing strong working relationships will make your negotiations more productive.
- Understand others’ perspectives. Empathy for your colleagues’ positions and situations requires you to understand their needs, goals, and challenges. This will help tailor your approach.
- Be clear and direct. Articulate your needs and make proposals concisely and confidently. By doing so, you’re not being aggressive; you’re being assertive about what you want while being respectful.
- Share your plan. Help your colleagues understand what you’re trying to accomplish and why. If you don’t show up with a plan or share it, you’ll leave them guessing and making poor assumptions.
- Build value for both parties. Aim to build deals that benefit both parties, not just yours. This will foster a sense of collaboration, teamwork, and shared success.
Being more effective at internal negotiations will enhance your individual performance and also contribute to a more productive and harmonious workplace.
We Can Help Ensure Strong Internal Relationships Through Effective Negotiating.
Internal negotiations are some of the most challenging. Rely on Scotwork’s nearly 50 years to help build team bonds and increase productivity through effective negotiating.