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How can you negotiate with colleagues to resolve conflicts?

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Conflict is inevitable in any workplace, especially in outside sales where you have to deal with different personalities, expectations, and goals. However, conflict can also be an opportunity to improve your relationships, communication, and performance if you know how to negotiate with your colleagues effectively. In this article, you will learn some practical tips on how to prepare, conduct, and follow up on a negotiation with your co-workers to resolve conflicts and achieve win-win outcomes.

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1 Identify the issue and the interests

Before you approach your colleague for a negotiation, you need to have a clear understanding of what the problem is and why it matters to you and them. Try to identify the underlying interests, needs, and motivations of both parties, not just the positions or demands. For example, if you and your colleague are competing for the same account, the issue is not just who gets the commission, but also how you value your reputation, relationship, and career goals. By identifying the issue and the interests, you can avoid personalizing the conflict and focus on finding a solution that satisfies both sides.

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Gerald Richards
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To identify the issue I use my PESO approach - Problem, Examine/Expand, Solution, Outcome Problem - Competing for the same account Examine - Why are two people competing for the same account? What happened to territory allocation and management? Who has done the most work on the account? What progress has each person made with the account? What CRM is in place and is it being used? etc. (Some salespeople will claim an account because they think it has potential but they have not yet done any work on it?) Solution - Should a third party be involved in facilitating the discussion? (Sales Manager?). Each party presents the facts thus lessening the emotional impact. Solutions will depend on what's been examined Outcome: Agree and Action

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2 Choose the right time and place

Timing and setting are important factors that can influence the outcome of your negotiation. You want to choose a time and place that is convenient, comfortable, and conducive for a constructive dialogue. Avoid initiating a negotiation when you or your colleague are stressed, angry, or distracted. Instead, ask for their permission and availability to have a conversation at a later time. Choose a neutral and private location where you can talk without interruptions or distractions. If you are working remotely, use a video call instead of an email or a phone call to enhance rapport and trust.

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3 Listen actively and empathize

One of the most essential skills for effective negotiation is active listening. Active listening means paying attention to what your colleague is saying, how they are saying it, and what they are not saying. It also means asking open-ended questions, paraphrasing, summarizing, and giving feedback to show that you understand and respect their perspective. By listening actively, you can uncover their interests, concerns, and emotions, as well as avoid misunderstandings and assumptions. Moreover, you can empathize with your colleague by acknowledging their feelings and expressing your own in a respectful and honest way. Empathy can help you build rapport, reduce tension, and create a positive atmosphere for cooperation.

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Alessandra Panella

I am a Notary Public and Signing Agent who specializes in Residential and Commercial document signing, as well as Florida Remote Online Notarization (RON) services.
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Proactively address conflicts by communicating calmly, respectfully, and using active listening. Repeat "I" statements for understanding. Utilize a combination of skills, including active listening, problem-solving, and negotiation. Utilize mediation and facilitation for peaceful resolutions.

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4 Generate and evaluate options

After you have listened to and empathized with your colleague, you can start generating and evaluating options for resolving the conflict. The key to this stage is to be creative and collaborative. Instead of sticking to your own position or compromising on a suboptimal solution, try to brainstorm as many options as possible that can address both parties' interests. Use the "yes, and" technique to build on each other's ideas and avoid criticizing or rejecting them. Then, evaluate the options based on criteria such as feasibility, fairness, and benefits. Choose the option that best meets the needs and expectations of both sides and that you can both commit to.

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5 Agree on actions and responsibilities

The final stage of your negotiation is to agree on the specific actions and responsibilities that you and your colleague will take to implement the solution. This stage is crucial to ensure that your agreement is clear, concrete, and realistic. You need to define the who, what, when, where, and how of the actions and responsibilities, and write them down in a document or an email. You also need to agree on how you will monitor and evaluate the progress and results of the solution, and how you will communicate and provide feedback to each other. By agreeing on actions and responsibilities, you can avoid ambiguity, confusion, and conflict in the future.

Negotiating with your colleagues to resolve conflicts can be challenging, but also rewarding. By following these tips, you can improve your negotiation skills, enhance your relationships, and achieve better results in your outside sales career.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you negotiate with colleagues to resolve conflicts?

1

2

3

4

5

6

1 Identify the issue and the interests

2 Choose the right time and place

3 Listen actively and empathize

4 Generate and evaluate options

5 Agree on actions and responsibilities

6 Here’s what else to consider

Outside Sales

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How can you negotiate with colleagues to resolve conflicts?

1

2

3

4

5

6

1 Identify the issue and the interests

2 Choose the right time and place

3 Listen actively and empathize

4 Generate and evaluate options

5 Agree on actions and responsibilities

6 Here’s what else to consider

Outside Sales

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