A matter of words

Do I really have to argue? Couldn’t I just focus on my work?

Sorry to be the party killer but you already know that you can’t. 

More often than not we need to win others over and reason our decisions and solutions. We are forced to explain our work to people who don’t have the faintest idea what it is that we do and why the thing we just did is the best thing ever.

Sometimes those people are our bosses who stare at us over the table in our one-to-one. Other times it is the colleague (or spouse), who simply will not listen. Most often it is the customer, who has strong opinions but little knowledge of the matter at hand.

The less the other participant seems to understand us, the colder the sweat that creeps down your spine. What else is there to do? What else can I possibly say?

Start with these

An Introvert Is a Negotiation Ninja

Negotiation jujitsu is a skill anyone can, and probably should, learn. But it is true that introverts have many intrinsic characteristics that are beneficial in a negotiation.

It’s All about Values in Successful Argumentation

The better you know the values of the people you’re talking to, the easier it is to choose the right arguments to win them over. And the better you know yours, the faster you recognise when you try to convince yourself instead of the other.

Just a Sec, I’m Processing!

When the one asking the question cannot tell, what mayhem of thoughts, calculations and scenarios is piling up in your head and the answer is just being processed, he doesn’t have the patience to wait for the answer.

Lead the Conversation by Asking Questions

If you feel a panicky urge to reassure the customer of your own expertise you might forget one of the most effective tools. By asking the right questions we bring our knowledge forth better than simply having all the right answers.

The Answer Is Hidden in the Situation

We have two opposing needs: the need for control and certainty and the need for creativity and uncertainty. Using both forces is a key to successful negotiations.