You're facing a challenging stakeholder in a negotiation. How can you navigate your biases effectively?

Reconhecer o seu próprio viés é parte extremamente importante do processo de negociação. Se despir de sua própria máscara, não negando o que já está claro e transparente, lhe tornará mais efetivo nesta relação negocial. Dê oportunidade ao outro de falar, de trazer suas perspectivas. Escute com empatia, sem "se armar" para contra-argumentar. Se coloque no lugar do outro, se imagine lá do outro lado da mesa. Enfim, você não precisa mudar de lado para negociar, mas isso não quer dizer que não possa "sentar na mesma cadeira" enquanto negocia. Tente...

How do you recognize a bias when facing a challenging stakeholder in a negotiation? Self-Reflection: ↳ Assess your initial thoughts. Are you making assumptions about the stakeholder based on their role or past behavior? Emotional Check: ↳ Notice your emotions. Are you feeling unusually defensive? Strong emotions can signal underlying biases. Feedback: ↳ Ask colleagues for their perspectives. Are they seeing something you’re not? Examine Patterns: ↳ Look at your past negotiations. Are there recurring themes? Identify patterns. Challenge Assumptions: ↳ Question your beliefs about the stakeholder. Are these based on facts or stereotypes? These activities could be helpful in recognizing biases.

All of us have personal biases. Two of the most common mistakes people make are to either pretend we don't have any or to assume everyone shares our biases. In negotiation, these biases can significantly affect outcomes. Effective win-win negotiation involves a give-and-take, which requires acknowledging when to set aside our biases for the greater good or when our biases are worth advocating for. By embracing awareness and empathy, you can navigate biases effectively and foster win-win outcomes in negotiations. Reflect on your own biases and understand that others will have biases that may differ from yours. Foster an environment of mutual respect and openness to facilitate constructive negotiation, and you'll be on your way!

Once you recognized a bias or you suspect that there may be a bias involved try the following approaches: Active Listening: ↳ Focus on stakeholder's words without interrupting, and try to understand their perspective. Put Yourself in Their Shoes: ↳ How would you feel in their situation? Understanding their emotions and motivations can help you see beyond your biases. Ask Open-Ended Questions: ↳ Are you encouraging dialogue? Questions like "Can you tell me more about your concerns?" can be helpful. Common Goals: ↳ Focus on shared goals. It will help you bridge the gap and reduce the bias. Showing empathy could be a great step to show to the stakeholder that you care about their product!

Truly looking internally at your own biases can be rewarding and add clarity you may see as an added gift to your own preconceived notions. Solutions may appear that you did not think possible. Professional relationships may grow where they previously were not present. Absolutely take the time to question your own assumptions prior to jumping to conclusions.