My dream job post-graduation is to become a tour
manager. I love the idea of working with live music and traveling the world.
While the job would have perks, it would also come with its share of
challenges, including negotiating everything from artist riders to salaries to
what time the buses have to leave the venue. Because I have no experience in
negotiating, the idea of doing so on a daily basis can be pretty daunting.
Fortunately, there are several resources online that can help a novice
negotiator such as myself. I decided to watch videos about negotiating
techniques to prepare for future negotiations. Three videos I found extremely
helpful are Margaret Neale: Negotiation:Getting What You Want, William Ury:The walk from “no” to “yes,” and Negotiation in the Workplace.
The first video, Margaret Neale: Negotiation: Getting What You Want, features Margaret
Neale, a management professor at Stanford University, who discusses her four-step
process of negotiation. She also talks about how men and women often differ in
negotiation techniques. She begins the video with an example of a job offer,
and how neglecting to negotiate your salary could cause you to earn
significantly less money over your lifetime. She then discusses the four steps
of negotiating: prepare, assess, ask, and package. One of the most important
things is to know the alternatives of each party. Neale points out that the
person with the strongest alternative will leave the agreement with the best
deal. I feel that I can use the knowledge gained from the video to practice
negotiating in everyday situations and how to structure the issues so that
every party wins.
William Ury, co-author of the book “Getting to
Yes: Negotiating Agreement Without Giving In,” is the speaker in the second
video, William Ury: The walk from “no” to“yes.” During a Ted Talks conference, Ury spoke about his negotiating
experience, which included working with various countries during times of war.
I, of course, will not have to worry about negotiations that intense while working
as a tour manager, but many of Ury’s ideas will be useful. One of the most
helpful examples he gives is how conflict is resolved within a tribe in South
Africa. First, the two conflicting parties sit with other members of the tribe
and discuss ways to solve the problem. If a solution is not found and
hostilities rise, the opposing member is briefly sent to a different group to
calm down. The use of taking a break from a hostile situation can be used in all
negotiations so that each party can calmly discuss the issues.
The final video I recommend is Negotiation in the Workplace with Laurie
Weingart, professor of organizational behavior and theory at Carnegie Mellon
University. The video is an interview with Weingart in which she discusses
general negotiation techniques and how they can be applied on a day-to-day
basis in the workplace. An important lesson Weingart teaches is the idea of
mutual benefit. This leads to both parties being satisfied with the agreement
and gaining something from the deal. She says negotiation is “not about
compromising; it’s about cooperating” (Carnegie Mellon Tepper School of
Business, 2008). Cooperation is vital in every negotiation because each party
can begin to understand how to create a deal that will be best for the organization.
Resources:
Carnegie Mellon Tepper School of Business. (2008,
August 19). Negotiation in the Workplace.
Retrieved on April 18,
2013, from http://youtu.be/ahAyRI1Fcdg
Stanford Graduate School of Business. (2013, March
13). Margaret Neale: Negotiation: Getting
What You Want. Retrieved on April 18, 2013, from http://youtu.be/MXFpOWDAhvM
Ted Talks Director. (2010, December 1). William Ury: The walk from “no” to “yes.”
Retrieved
on April 18, 2013, from http://youtu.be/Hc6yi_FtoNo
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