What decade do you still think you're negotiating in?
Negotiation is a personal skill that establishes a specific type of social interaction between people or groups.
For us individuals it's critically important to be able to Observe, Listen Actively, Empathise and to use Emotional Intelligence when dealing with others.
Negotiation Makes Us A Dominant Species (for the moment)
Over millennia, these skills have evolved and have been fundamental to human dominance on earth.
During the centuries, there have been instances where individuals gained an "upper hand" and did very well but these have often been isolated and perhaps linked to some form of competitive advantage.
Nevertheless, the last 50 years have seen an explosion in technology... which has changed negotiation behaviour dramatically, especially in the west and in commercial negotiations.
But we think there are changes that any keen negotiator needs to recognise.
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1980's Negotiation Styles
In the 1980s ... Traveling to and from offices is often required for face to face negotiations, with confirmation through physically posted documents.
- Observation skills ........ HIGH
- Listening skills ............. HIGH
- Emotional intelligence.. HIGH
- Technology skills.......... LOW
1990's Negotiation Styles
In the 1990's ... Increasingly, negotiations are conducted over the telephone, with new technologies such as fax machines being used to exchange documents.
- Observation skills ........ MEDIUM
- Listening skills ............. HIGH
- Emotional intelligence.. HIGH
- Technology skills.......... LOW
2000's Negotiation Styles
In the 2000's... In the early years of the internet, instant communication via email has become more common, with negotiations increasingly taking place via email.
- Observation skills ....... LOW
- Listening skills ............. LOW
- Emotional intelligence.. MEDIUM
- Technology skills.......... MEDIUM
2010s Negotiation Styles
In the 2010's ... Software solutions flood the market, funnelling negotiation exchanges through restricted access portals that require pre-qualification criteria, and giving rise to the "buy-now" button.
- Observation skills ....... LOW
- Listening skills ............. LOW
- Emotional intelligence.. LOW
- Technology skills.......... HIGH
2020's Negotiation Styles
In the 2020's ... In the wake of the Corona virus, the work environment has changed in favour of working from home. With advancements in technology enabling instantaneous, cheap video conferencing, it's time to negotiate in person once again.
- Observation skills ....... HIGH
- Listening skills ............. HIGH
- Emotional intelligence.. HIGH
- Technology skills.......... HIGH
What This Means To Us Today
It just so happens that AI has taken a real dominance in many peoples thinking but that belays the fact that our negotiation arena has taken a significant jump... backwards!
"We are now negotiating in person more than ever... even if it's on screen!"
But due to the changes in habits over the last 40 years we literally have a generation of "Professionals" who have less exposure to real, in person negotiation than any generation before it and now.... EVERYONE is negotiating in person (what do you think video conference is!)
That loss of exposure means many individuals really lack personal confidence, lack experience and lack exposure.
All businesses will eventually understand the need for in-person-negotiation training because without it they will be the ones on the wrong end of the competitive advantage.
Video Conferencing Is A Boon to Negotiation Skills
We have born witness to incredible personal skill enhancement, individual confidence and greater success through practicing our negotiations using video conference technology and for those that have joined us on this journey ... OMG!
Elevate Your Negotiation Skills with The Negotiation Club!
Are you ready to take your negotiation abilities to the next level? At The Negotiation Club, we provide a dynamic platform where you can learn, practice, and master the art of negotiation. From in-person workshops to online resources, we have everything you need to become a skilled negotiator.
Join the Student Negotiation Club
Join the Warwick Negotiation Club
Join the Gold Negotiation Club
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