Negotiating

Learn from Experiences

  •  Try any of these tips out to save you time and improve the experience next time you need to negotiate issues such as teaching loads, resources, faculty or student grievances:
    • “Downsize” the negotiation. Look for areas of agreement first, then focus on the points that need to be resolved. Create a list the areas of agreement and disagreement in two columns. This quickly reduces the scope of the negotiation.
    • Find small ways for everyone involved to win – concede points when it makes sense and thank others for their expertise and contributions to the discussion. Set an inclusive tone that makes others comfortable and respects their needs.
  • Pick a very important situation in which you will need to negotiate among multiple constituencies. Use this as a case study to work on your skills. Read the section in this article on preparing for a successful negotiation and use the checklist to help you prepare.

Learn from Others

  • Ask a mentor or colleague to provide feedback on a high-priority proposal you are submitting. Set aside time to present your ideas to this person and ask for feedback to target weaknesses in your reasoning or preparation. Ask the person to point out areas that may cause disagreement and work on options for these.
  • Network with your faculty in advance the next time you offer a proposal for a departmental project. Consult before you need their help so you can negotiate buy-in before the project begins. Pick up tips and use the tool in Cialdini's Six Principles of Influence: Convincing Others to Say "Yes" (Also known as the Six Weapons of Influence).