How to Define Objectives Before Negotiations
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Chapter 1: Understanding the Need for Clear Objectives
Before entering into any complex discussions, it is crucial to clearly outline the intended goal. Engaging in conversations without a clear understanding of your objectives often leads to a focus on problems, resulting in frustration rather than resolution. This lack of clarity can hinder progress, potentially worsening the situation.
Many individuals overlook the complexity of determining objectives for difficult conversations. Commonly, people use vague terms like "discuss" or "talk" when defining the goal of their communication. This mindset can lead to the false belief that any discussion is a success simply because it occurred, regardless of the outcomes.
Section 1.1: The Pitfalls of Vague Goals
When people frame their communication objectives around terms such as "persuade" or "convince," they often set themselves up for failure. In challenging conversations, especially those involving conflict, it’s likely that previous attempts to persuade have not yielded the desired results. As Einstein noted, expecting different outcomes from the same actions is illogical.
Subsection 1.1.1: A Better Approach to Goal Setting
To effectively set goals for complex communication, consider the following formula: after our conversation, who will take what action? It is essential to specify the actions to be taken post-discussion. This approach compels us to think about how we can create a tangible change through our dialogue.
For example, a Lean project manager might state, "After our discussion, he will actively engage with lean manufacturing principles." Here, the lack of a specific action verb raises questions about how success will be measured. Is it enough for the production manager to nod in agreement, or should there be concrete follow-up actions, such as scheduling a meeting to implement changes?
Section 1.2: The Importance of Specificity
Consider another scenario where a manager needs to inform an employee on probation about performance issues. One might question the necessity of a face-to-face meeting instead of a simple message. If a meeting is warranted, it suggests that the communication goal extends beyond mere information sharing.
Chapter 2: Crafting Effective Communication Strategies
To ensure that the desired outcome is achieved, it is vital to articulate specific criteria for success—not only for oneself but also for the conversation partner. If you are leading the discussion, it is your responsibility to ensure that the other party clearly understands your intentions. Ambiguity and the assumption that the other person will intuitively grasp your needs often lead to misunderstandings and conflicts.
The first video, "3 Key Objectives When Negotiating the Process," discusses essential goals to focus on during negotiations to enhance clarity and effectiveness.
The second video, "Bob Bordone - How to Formulate a Negotiation Strategy," offers insights on developing a strategic approach to negotiations, ensuring that your objectives are clearly defined and communicated.