As Stephanie Demolin, the author of "Negotiation: A Psychological Game to Win an Advantage" and professor of psychology, said, life is composed of negotiations.
From childhood to adulthood, from campus to workplace, from family to society, we live in a society full of negotiation needs, and even before we understand the definition of the term negotiation, we have already negotiated.
To give a very common example, we might have had this experience when we were young. In order to get a reward gift, we would agree with our parents to get a good score in the exam and then get a reward.
Judging from the definition given in the book "Negotiation", the above examples obviously also fall into the category of negotiations, although young children didn't even know how to write the word "negotiation". Despite this, negotiations have already happened, and in the subsequent life experiences, we will all experience various negotiation environments again and again. After all, as Aristotle said in , , man is a social animal. Negotiation is an effective way to reach a social contract.
Based on this, it is necessary for us to master negotiation skills so that we can gain more benefits for ourselves in various negotiations. Professor Stephanie's book "Negotiation" was written for this purpose, and the subtitle of the book already reveals the author's goal: to gain an advantage.
Stephanie also introduced her psychological research background into the topic discussion of this book, establishing the core argument as "mastering the process of negotiation and psychological mechanism ".
is not difficult to understand the process of negotiation. As mentioned above, we live in a society full of negotiation scenarios, so mastering negotiation ability helps our personal development—including the private sector (family and friendly relations) and work sectors (colleague relations and superior-subordinate relations).
As for the psychological mechanism of negotiation, this is what Professor Stephanie believes that "the factor that occupies a fundamental position in all stages of the negotiation process", which we will have obvious insights in the main text.
Before formally developing the discussion, Stephanie first tried to define the word "negotiation" like other professional studies.
This is very important. Although all of us can understand the meaning of negotiation, in fact, everyone has a bias in their understanding of negotiation. Therefore, the book "Negotiation" says that although everyone has their own intuitive understanding of the meaning of "negotiation", scientific concepts and spontaneous concepts only partially overlap.
And as a highly theoretical scientific reading material, the book "Negotiation" must be defined scientifically. After integrating the views of other scholars, Stephanie gives her definition of negotiation:
negotiation is a discussion between two or more interdependent entities, with an obvious purpose of resolving perceived differences of interest. The definition of
is strong enough, but it is slightly weaker and inconvenient to understand. In my opinion, the definition of another scholar quoted in the book may be more convenient for readers to understand: whenever we cannot achieve our goals independently, negotiation is a necessary interpersonal decision-making process.
The above two definitions are different, but the key theories are consistent. The development of negotiations requires several necessary conditions. One of the most important conditions is that all parties must perceive the existence of differences.
The difference referred to here is subjectively perceived, that is, what is important is not whether the difference exists, but whether people feel the difference subjectively.
If so, the negotiations may be carried out. Stephanie gives three situations in which negotiations can be carried out: dealing with conflicts, reaching agreement on limited resources, or creating new projects.
Perceived differences are the prelude to negotiations, but it is not enough, because in addition to negotiations, there are many other ways to resolve conflicts. In the book, the author Stephanie believes that in order to reach a negotiation, it is necessary to "know yourself and your enemy" and grasp the motivations of both parties.
This process tests the ability to obtain and process information, but whether it is to obtain or process information, it is a process of various biases. To achieve a proper result in negotiation, we need to overcome bias and avoid it affecting decisions during negotiation.
The method of customer service bias, Professor Stephanie also used her psychological strategies to give two suggestions: one is to motivate individuals to overcome these biases, that is, have motivation; the other is to have sufficient cognitive resources.
For strategies and tactics in the negotiation process, the book "Negotiation" discusses five differences management strategies: coercion, indulgence, problem resolution, compromise and avoidance.
The adoption of different strategies depends on the mentality adopted by the negotiators.
Stephanie emphasizes in the book that negotiations coexist with cooperation and competition, and their motivations are complex. Competition is the result of self-centeredness, while cooperation means being centered on others. The interweaving of self-attention and attention to others determines the use of the above five conflict management strategies.
In addition to this, the negotiation process is also affected by various factors such as emotions and gender, and each of them discusses it in this book.
Even though the book "Negotiation" carefully analyzes the entire process of negotiation, we cannot require everyone to become a negotiating master. For those who are not good at negotiating, finding a negotiation expert can become an alternative. This is the last situation mentioned in this book - agency negotiation.
In addition to agency negotiations, complex negotiation situations also include multi-party negotiations. This process may require alliances, which is also discussed in detail in the book.
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