登录查看更多内容

How can you avoid assuming the other party's needs in a process design negotiation?

由人工智能和领英社区提供技术支持

Process design is the art and science of creating effective and efficient workflows that meet the needs and expectations of different stakeholders. Negotiation is a key skill in process design, as it involves reaching agreements and resolving conflicts among the parties involved. However, one of the common pitfalls in process design negotiation is assuming the other party's needs, which can lead to misunderstandings, missed opportunities, and suboptimal outcomes. In this article, you will learn how to avoid this mistake and improve your process design negotiation skills.

此文章中的业界达人

由社区从 6 条内容中精选。了解更多

1 Identify your own needs

Before you enter a negotiation, you need to have a clear idea of what you want to achieve and why. This means identifying your interests, goals, priorities, constraints, and alternatives. By doing this, you will be able to communicate your needs effectively and confidently, as well as evaluate the offers and proposals from the other party. You will also be able to avoid projecting your own needs onto the other party, which can cause you to make inaccurate assumptions and judgments.

添加您的观点

Jennifer C. Maglich (formerly Johnson)

General Counsel at M. Holland Company
举报内容
Alternatively, they could be combined into one with some tweaks… Before you enter a negotiation, you need to have a clear idea of what you client wants to achieve and why. This means identifying your client’s interests, goals, priorities, constraints, and alternatives. By doing this, you will be able to communicate your client’s needs effectively and confidently, as well as evaluate the offers and proposals from the other party. You will also be able to avoid projecting your own needs onto the other party, which can cause you to make inaccurate assumptions and judgments.

已翻译

赞
Eduardo Hernandez-Carstens

Managing Member at Carstens Galleries
举报内容
A negotiation between two parties is like a Bridge and sometimes an unfinished one. In order to arrive at a satisfactory agreement both parties must be in the middle of the hanging bridge, having conceded in some position(s), and informed about non-negotiable items. If after all the time spent on the final touches, one of the parties changes position, that fragile wooden bridge may lean dangerously. The best results have to be when options have been erased and only a solid common alternative remains.

已翻译

赞
Jennifer C. Maglich (formerly Johnson)

General Counsel at M. Holland Company
举报内容
From an attorney’s perspective, it’s not about our needs it’s about our client’s needs. I would have another step before this one on what you need to know from your client, who to talk to, known constraints, things to avoid, what is negotiable versus not, etc. before you’re making a negotiation plan for yourself.

已翻译

赞

2 Ask open-ended questions

One of the best ways to avoid assuming the other party's needs is to ask open-ended questions that invite them to share their perspectives, motivations, concerns, and preferences. Open-ended questions are those that cannot be answered with a simple yes or no, such as "What are the main challenges you are facing in this process?" or "How do you measure the success of this process?" By asking open-ended questions, you will be able to gather valuable information, build rapport, and show genuine interest in the other party's needs.

添加您的观点

3 Listen actively and empathetically

Another important skill in process design negotiation is listening actively and empathetically to the other party's responses. This means paying attention to not only what they say, but also how they say it, including their tone, body language, and emotions. By listening actively and empathetically, you will be able to understand the underlying needs and feelings behind their words, as well as validate and acknowledge them. You will also be able to avoid making assumptions based on your own biases, stereotypes, or expectations.

添加您的观点

Jessica Mejorado

Technology lawyer specializing in SAAS, Cloud, software, hardware, professional services contracts with privacy and IP components along with expertise in public agency law
举报内容
In my experience using “how” questions can be an easy way get the information you may not know you need. Avoid “what” or “why questions as they can trigger a defensive response and shut down communication.

已翻译

赞

4 Paraphrase and summarize

A useful technique to avoid assuming the other party's needs is to paraphrase and summarize what they have said, and check for understanding and agreement. Paraphrasing is restating their words in your own words, while summarizing is capturing the main points or themes of their statements. By doing this, you will be able to demonstrate that you have listened and understood them, as well as clarify any ambiguities or misunderstandings. You will also be able to confirm or correct any assumptions you may have made, and ensure that you are on the same page.

添加您的观点

Sandhya Gopal

Helping Women Re/Build Financial Security & Money Mindset | Finance Professional | Ex-Corporate + Engineer + 20 Years in Investing
举报内容
Based on my past experiences, Paraphrasing and Summarizing is a key step. I like doing this like a process flow on a whiteboard so everyone can see and collaborate as needed. Many times, I have noticed that everyone agrees on a visual but get confused on the semantics of the words.

已翻译

赞

5 Explore options and trade-offs

Once you have a clear understanding of both your own and the other party's needs, you can start exploring options and trade-offs that can satisfy both sides. This means generating and evaluating different possible solutions, scenarios, or alternatives that can address the needs and interests of both parties. By doing this, you will be able to avoid assuming that there is only one way to design the process, or that the negotiation is a zero-sum game. You will also be able to create value and find win-win outcomes that can enhance the process design and the relationship.

添加您的观点

6 Review and document

The final step in avoiding assuming the other party's needs is to review and document the agreement or outcome of the negotiation. This means summarizing the main points, terms, and conditions of the agreement, as well as the roles, responsibilities, and expectations of each party. By doing this, you will be able to avoid assuming that the other party has the same understanding or interpretation of the agreement, or that the agreement is final and binding. You will also be able to monitor and evaluate the implementation and performance of the process design, and make adjustments if needed.

添加您的观点

7 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?

添加您的观点

加载更多内容

Process Design

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you avoid assuming the other party's needs in a process design negotiation?

1

2

3

4

5

6

7

1 Identify your own needs

2 Ask open-ended questions

3 Listen actively and empathetically

4 Paraphrase and summarize

5 Explore options and trade-offs

6 Review and document

7 Here’s what else to consider

Process Design

给文章评分

感谢您的反馈

更多Process Design相关文章

更多相关阅读内容

How can you avoid assuming the other party's needs in a process design negotiation?

1

2

3

4

5

6

7

1 Identify your own needs

2 Ask open-ended questions

3 Listen actively and empathetically

4 Paraphrase and summarize

5 Explore options and trade-offs

6 Review and document

7 Here’s what else to consider

Process Design

给文章评分

感谢您的反馈

查看其他技能