Have you ever thought, "If I had said it differently, maybe it would have worked," or "If I hadn't said that at that moment, it might have worked"?
It's quite common for people to associate negotiation content only with the sales area, without realizing that, in fact, we are all negotiating all the timeWhether at work, at home, or in relationships, how do you ask your superior for a day off? You need to know how to communicate to get those better dates, right?
And how do you decide where to have dinner with your friends? On those days when you're craving Japanese food, if you can convince them, everyone ends up agreeing, right?
Indeed, by mastering the correct negotiation techniques, it's possible to gain several advantages in personal life. However, it's in the professional environment that this quality becomes most prominent, since we are constantly being evaluated and there's not much room for error.
Knowing this, we spoke with Professor Marden Barboza about the subject!
Marden is in charge of the course. Negotiation and Persuasion TechniquesThis is a course from the IDP Executive Education School. During classes, the professor uses the Harvard University teaching method, employing a solid theoretical framework, simulated negotiations, and real-world case studies. Learn more about the course. on here!
The professor holds a master's degree in Public Administration from Harvard University (USA) and a master's degree in International Relations from the University of Brasília. In addition, he was Undersecretary for International Affairs at the Ministry of Finance and Vice-President of the Board of Directors of CAIXA.
Check out the full conversation:
1. Is being persuasive and good at negotiating a talent or a skill to be developed?
I've been asked this before, and I'll answer it with another question: is learning to play an instrument a talent or a developed skill?
We all know those rare people who learn quickly, on their own, and who play music "by ear" based on their pure personal talent. They are the people who have the "gift," aren't they? And then there's another group, the vast majority, of people who need to study and practice a lot to one day master an instrument.
The most important thing to know is that the benefit of "talent" diminishes over time. In other words, the aforementioned talent may be useful at the beginning, but it will become less and less important as time goes by. And as that time passes, study, training, and discipline become crucial in transforming a merely good musician into the excellent musician we all enjoy listening to.
In negotiations, similarly, "Talent" can be useful at the beginning, but over time, those who study, who strive, and who use the correct technique stand out more. In negotiations, as in life, "effort can overcome talent if talent doesn't put in the effort."
2. How do you distinguish a good negotiator from an average one?
In short, I would say that the average negotiator is concerned with their own outcome, while the good negotiator is concerned with the outcome of the negotiation.
The average negotiator focuses on convincing, while the good negotiator focuses on understanding first, and then convincing.
The average negotiator focuses on defending their strategy, while the good negotiator focuses on adjusting their strategy to the context of the negotiation.
The average negotiator sees differences as challenges to be overcome, while the good negotiator sees differences as opportunities for everyone to gain.
The important thing is that any average negotiator can become a good negotiator.And this will happen faster if that average negotiator has perseverance, a willingness to learn, and knows how to develop skills that enhance what he or she does best.
3. In what situations does mastering negotiation and persuasion techniques make all the difference in the final outcome?
I'll start by saying that We negotiate all the time in our lives, often without realizing it. We negotiate when we define the delivery of our work, we negotiate when we hire a service, and we negotiate when we choose the restaurant where we will have lunch with the family. In all of these situations, we negotiate. In these negotiations, we also need to persuade in favor of what interests us most, and I would say, therefore, that negotiation and persuasion techniques are always important. Still, I believe these techniques are more important in a professional setting, because there we are being evaluated all the time and the margin for error, for failure, is very small.
To give an example, you don't need to look far. Just observe the Covid-19 pandemic and think: How many negotiations took place so that the vaccines could now reach the population? How many negotiations took place to hire researchers, fund laboratories, purchase supplies, set testing deadlines, carry out imports, obtain authorizations from government agencies, and organize the entire distribution process around the world? There were hundreds of negotiations, perhaps thousands, and we can say, in conclusion, that lives were only saved because the people involved knew how to negotiate.
4. What is the key technique for achieving good results?
That's a difficult question, but I'd venture to say that the "empathy"Perhaps the most important attribute of a good negotiator is knowing how to put oneself in another person's shoes and see the challenges from their perspective. Something simple in theory, but very difficult in practice, because our society feeds on competition and undervalues "empathy." We learn to "speak beautifully," but we don't learn to "listen beautifully."
We talk a lot and listen little, forgetting that we have two ears and one mouth to listen more and speak less. We worry about our own problems, our own ideas, our own achievements, and we don't have the time or patience to listen to, process, and respond to the concerns of others. In everyday life, a lack of empathy might seem like a minor problem, but in negotiations, it's deadly. Negotiators lacking empathy create unnecessary conflicts, waste opportunities, and destroy negotiations that could have created value for everyone.
5. Regarding the course at the IDP Executive Education School, can you give us a preview of what will happen?
The course will reproduce the Harvard University teaching methodThis is based on three main pillars. First, a solid theoretical framework from renowned contemporary authors. We will analyze the different ways of negotiating and understand the theories, concepts, and best strategies for achieving successful negotiations.
As a second pillar, we will have debates based on real cases, footage, and situations I have experienced throughout my nearly 20 years as a negotiator. In the third and final pillar, we will have simulated negotiations in which students can put what they have learned into practice.
One of the details I like most about these negotiations is the space for what I call "feedback," where students comment on each other and learn together in the search for the best way to negotiate. At the end of all the negotiations, there is also a class discussion so that students can ask questions, make comments, and contribute to their classmates' learning.
Want to learn more about the topic? Check out the course details. Negotiation and Persuasion Techniques!
