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How can you use improvisation to negotiate better?

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Negotiation is a skill that requires creativity, flexibility, and adaptability. You never know what challenges, opportunities, or surprises you might encounter in a negotiation, and you need to be able to respond effectively and confidently. One way to enhance your negotiation skills is to use improvisation techniques. Improvisation is the art of creating something spontaneously without a script or a plan. In this article, you will learn how improvisation can help you negotiate better and what principles and practices you can apply to your own negotiations.

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? Elisabet Rodríguez Juárez

Global HR Professional | Driving People Transformation & Change Management | People & Culture | Proud Psychologist
Chirag Kamania

Deputy Manager - Commercial Contracts/Techno Commercial at Adani Ports & SEZ Ltd.
Estefania Delgado Gonzalez

Estefanía Delgado

1 What is improvisation?

Improvisation is not just for comedians or musicians. It is a mindset and a skill that anyone can learn and use in various situations. Improvisation is based on the idea of accepting and building on what is given, rather than rejecting or ignoring it. Improvisation also involves listening, collaborating, and being present in the moment. Improvisation can help you overcome fear, uncertainty, and resistance, and generate new ideas, solutions, and possibilities.

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? Elisabet Rodríguez Juárez

Global HR Professional | Driving People Transformation & Change Management | People & Culture | Proud Psychologist
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Improvisation in negotiation is very important. For instance, the 'Yes, and…' technique from the improvisational theater is effective. It promotes accepting and building upon ideas. Negotiators acknowledge the other party's perspective ('Yes') and propose an additional solution ('And…'). This fosters a constructive dialogue and promotes collaboration. For instance, if one party proposes a 10% contract discount, the other could respond, "Yes, I understand a discount is attractive, and how about we explore longer payment terms to offset the discount on our end?"

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Chirag Kamania

Deputy Manager - Commercial Contracts/Techno Commercial at Adani Ports & SEZ Ltd.
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Improvisation can help in getting control of the negotiation, or buy you some valuable time if you are into a sudden surprising situation or can catch the counter party sleeping on an unexpected area. In many cases it can act as Trump Card wherein you build up on the negotiation strategy of the counter party. It is like using their points as a spring board to achieve your desired closure. For this you need to practically understand their perspective and align yourself with it keeping your organisation's objectives in mind.

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2 How can improvisation help you negotiate better?

Improvisation can help you negotiate better in several ways. First, improvisation can help you prepare for the unexpected. You can use improvisation exercises to practice dealing with different scenarios, objections, or questions that might arise in a negotiation. By improvising, you can train your brain to be more flexible and agile, and to think on your feet. Second, improvisation can help you connect with your counterpart. You can use improvisation techniques to establish rapport, empathy, and trust with the other party, and to avoid conflict or deadlock. By improvising, you can show that you are listening, understanding, and respecting their perspective, and that you are willing to collaborate and co-create. Third, improvisation can help you create value. You can use improvisation tools to generate more options, alternatives, and outcomes for the negotiation. By improvising, you can discover new ways to satisfy your interests and the interests of the other party, and to expand the pie rather than divide it.

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Chirag Kamania

Deputy Manager - Commercial Contracts/Techno Commercial at Adani Ports & SEZ Ltd.
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In simple words many times doing things that are not being anticipated by the counter party either gives you a strategic advantage and makes it very difficult for the counter party to further prolong the discussion.

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3 What are some improvisation principles and practices for negotiation?

When engaging in negotiation, there are many improvisation principles and practices that you can apply. Saying yes, and... is the golden rule of improvisation; it involves accepting what the other party offers and then adding something of your own to create a positive dialogue. Additionally, it is important to make your partner look good by supporting and enhancing their ideas rather than undermining or contradicting them. Furthermore, be present and attentive by focusing on the here and now rather than on the past or future. Lastly, embrace mistakes and failures by not allowing errors or setbacks to discourage or paralyze you, but rather using them as opportunities to learn and improve.

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Chirag Kamania

Deputy Manager - Commercial Contracts/Techno Commercial at Adani Ports & SEZ Ltd.
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The foremost principle is to be prepared with correct data analysis and keep yourself updated. Second is to listen very attentively to the counter party and base your point of view on their views without negating their points. In fact, use affirmation and build your point on the same keeping in mind their perspective and addressing it to build a win-win situation.

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4 How can you practice improvisation for negotiation?

One of the best ways to practice improvisation for negotiation is to participate in improvisation workshops or classes. There are many improvisation trainers and organizations that offer courses and sessions for different levels and purposes. You can also find online resources and videos that teach you improvisation techniques and exercises. Another way to practice improvisation for negotiation is to join or form an improvisation group or team. You can meet regularly with other people who are interested in improvisation and practice together. You can also watch or attend improvisation shows or events and observe how the performers improvise. Finally, you can practice improvisation for negotiation by applying it to your everyday life. You can improvise in your conversations, interactions, or activities, and challenge yourself to be more creative, flexible, and adaptable.

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Estefania Delgado Gonzalez

Estefanía Delgado
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La improvisación en una negociación es la manera más sutil de defender tu punto de vista, igualmente abre el camino a un diálogo en donde ambas partes puedan aprender del otro y sobre todo conseguir un objetivo común. Una práctica que me parece muy útil es realizar un espacio con el equipo en donde se proponga un caso en donde debamos llegar a un acuerdo en común en pro a una mejora para el trabajo diario y donde se pueda crear una interacción que permita realizar debates utilizando las técnicas de improvisación que se han investigado. Esto tendrá como finalidad estudiar, practicar, conocernos a nosotros mismos en estas situaciones y dar un paso en frente ante una situación similar.

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? Elisabet Rodríguez Juárez

Global HR Professional | Driving People Transformation & Change Management | People & Culture | Proud Psychologist
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Improvisation in negotiation is key. The 'Yes, and…' technique from improvisational theater is effective. It promotes accepting and building upon ideas. Negotiators acknowledge the other party's perspective ('Yes') and propose an additional solution ('And…'). This fosters a constructive dialogue and promotes collaboration. For instance, if one party proposes a 10% contract discount, the other could respond, "Yes, I understand a discount is attractive, and how about we explore longer payment terms to offset the discount on our end?"

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5 What are some tips and tricks for improvising in a negotiation?

Improvisation is an effective way to negotiate better. Before the negotiation, take time to warm up your body, mind, and voice. Have a clear goal and strategy, but be open to change and adapt. Use questions, statements, and suggestions to move the conversation forward. Engage and persuade with humor, stories, and metaphors. Create impact and emphasis with silence, pauses, and gestures. Through improvisation techniques you can prepare for the unexpected, connect with your counterpart, and create value. Improvisation can help you enhance your creativity, flexibility, and adaptability while improving your skills and confidence. In the end, you could end up achieving better outcomes while enjoying the process.

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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 use improvisation to negotiate better?

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1 What is improvisation?

2 How can improvisation help you negotiate better?

3 What are some improvisation principles and practices for negotiation?

4 How can you practice improvisation for negotiation?

5 What are some tips and tricks for improvising in a negotiation?

6 Here’s what else to consider

Negotiation

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How can you use improvisation to negotiate better?

1

2

3

4

5

6

1 What is improvisation?

2 How can improvisation help you negotiate better?

3 What are some improvisation principles and practices for negotiation?

4 How can you practice improvisation for negotiation?

5 What are some tips and tricks for improvising in a negotiation?

6 Here’s what else to consider

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