Successful negotiation is more than just give-and-take with a healthy dose of haggling. But what exactly are the key rules for a successful negotiation process? What skills make you a good negotiator?
Your line manager interrupts you as you are speaking. Again. You count slowly to ten, thinking: “Obviously, my manager doesn’t value anything I say – and doesn’t care that he/she’s made me look stupid in front of my colleagues.” “Conflict involves emotion. It begins when one person perceives that another is either not meeting a key need of theirs (e.g., the need to be heard) or is actively undermining that person’s interests or needs,” says Barney Jordaan, Vlerick Professor of Management Practice and a specialist in Negotiation, Conflict Management, and Mediation.
The ability to manage conflicts within a team can make all the difference between having a happy, productive team – and one that can barely function. Let’s imagine you’re the manager of a team that’s about to start work on a major new project – and let’s consider the two following scenarios: