The second of the two presentations at the professional development conference I attended last week (you can read about the first one, “recession-proofing your personal relationships,” here) was on negotiating. Now, the conference was sponsored by a woman’s professional organization, so that’s what the focus (and most of the supporting anecdotes) was on, but I think there’s value in it regardless of your gender.
“Hard” versus “Soft” Negotiating
This is one of the core principles of the well-known book Getting to Yes by Roger Fisher and William Ury. Essentially, hard negotiation (often called competitive negotiation) is about using whatever means necessary to get whatever it is that you want. Soft negotiation (often called integrative or cooperative negotiation) is about maximizing both parties’ returns – even if it means giving up something that you really want. Continued