MasterClass — Mastering the Power of Negotiation
Negotiation is an effective method used every day by everyone. Children often use it to secure a later bedtime with parents. Adults use it for everything from negotiating a better rate on car insurance to a better salary. Regardless of how you use negotiation, it holds the key to getting ahead professionally, conflict resolution, and creating powerful deals. When disagreements arise in business and personal relationships, it’s often used to avoid conflict in an effort to salvage a relationship.
The Science of Negotiation
To be a better negotiator one must understand the science behind negotiation. Power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate approach-related behaviors such as communicating positive moods and seeking out rewards in their immediate situation.
In contrast, powerless individuals tend to experience a great deal of self-inhibition, activated by fear of possible intimidations. However, there are key differences between the powerful and the less powerful differentiation. Such variations can be used to secure an edge in negotiations. Let's examine some behaviors here:
