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Photo by Chris Liverani on Unsplash<\/p>\n
UNSPLASH.COM<\/p>\n
The orange story is a classic tale of negotiation.<\/p>\n
Two kids both want the last orange. Instead of forcing them to split it, their mother asks a simple question: Why does each child want it? One wants the juice. The other needs the peel for a cake. Problem solved\u2014one gets the fruit, the other gets the peel.<\/p>\n
It\u2019s a memorable anecdote because it reveals a fundamental truth about negotiation: success doesn\u2019t come from fighting for what you want. It comes from asking the right questions, and often requires reframing the conversation rather than doubling down on your position.<\/p>\n
As CEO of Jotform for more than two decades, I\u2019ve discovered that strong negotiators have a distinct competitive advantage. They secure better deals, navigate conflicts more smoothly, and build stronger relationships along the way. But the work of ensuring successful negotiations happens before the conversations even begin. ChatGPT can help you prepare for any negotiation, no matter how high the stakes. Here are some prompts to get started.<\/p>\n
1. Identify What\u2019s Really Driving Your Position<\/p>\n
People tend to enter a negotiation knowing where they stand and the outcome they hope to achieve. But we rarely stop to consider what we fear losing. That\u2019s an essential clarifying question, according to Scott Walker, a former Scotland Yard detective who spent 15 years as a kidnap negotiator. <\/p>\n
\u201cGoing straight to what you fear the most, as painful as it may be, will increase self-awareness and help you manage any surprise emotions that could derail your talks, such as frustration, jealousy or anger,\u201d he told the New York Times<\/a>.<\/p>\n Maybe you\u2019re afraid that letting one employee work from home will trigger an avalanche of similar requests. Or perhaps the fear runs deeper\u2014that ceding ground will diminish your authority. Whatever it is, acknowledging that fear can help temper your emotions and clarify your thinking. Here\u2019s a prompt to help you identify what\u2019s really at stake before the negotiation begins.<\/p>\n \u201cI\u2019m preparing for a negotiation about [describe the situation]. I\u2019d like you to help me identify what I may be afraid of losing in this conversation. Ask me questions that explore both practical concerns and deeper fears, including concerns about authority, fairness, relationships, reputation, finances, or future consequences. Then summarize the fears that may be influencing my position and suggest ways to address them constructively before the negotiation begins.\u201d<\/p>\n 2. See The Negotiation Through Their Eyes <\/p>\n Most people consider themselves empathetic. But passively considering someone else\u2019s perspective is different from what I call active empathy\u2014a deliberate effort to imagine yourself in someone else\u2019s shoes.<\/p>\n \u201cIn order to gain another person\u2019s cooperation, you first have to understand that person\u2019s point of view, beliefs, and values,\u201d explains<\/a> Walker. Otherwise, push back is almost inevitable.<\/p>\n ChatGPT can help you practice this kind of active empathy, helping you understand different perspectives and reach solutions that satisfy both sides more quickly.<\/p>\n \u201cI\u2019m going into a negotiation and would like to better understand the other person\u2019s perspective. I\u2019m going to describe our [disagreement, negotiation, or difficult conversation]. Please help me practice active empathy by analyzing the other person\u2019s likely goals, concerns, values, incentives, and fears. Here\u2019s the situation: [describe situation].\u201d<\/p>\n 3. Find The Win-Win Outcome<\/p>\n There is little satisfaction in steamrolling your fellow negotiator. If one side walks away feeling shortchanged, it can weaken the strength of the resolution, not to mention damage the ongoing relationship. What\u2019s more, research<\/a> shows that the most successful negotiators are just as invested in the other party\u2019s success as they are in their own.<\/p>\n Years of experience have shown me that when you care about someone\u2019s interests, they will make a greater effort to satisfy yours. As the orange story underscores, asking the right questions can help you identify solutions that are more straightforward than you might expect. <\/p>\n \u201cI\u2019m preparing for a negotiation about [describe subject]. My goal is [describe goal], and I believe the other party\u2019s goal is [describe their likely goal]. Please analyze both sides\u2019 interests and identify areas of overlap. Suggest three potential win-win outcomes that would create value for both parties, along with questions I can ask to better understand their priorities and find mutually beneficial solutions.\u201d<\/p>\n 4. Prepare For Their Toughest Objections<\/p>\n If anyone knows about navigating negotiations and reaching resolutions, it\u2019s trial lawyers. One of the fundamental parts of trial preparation is anticipating objections<\/a> and knowing how to answer them. Thinking on your toes is a valuable skill, but preparing ahead will inevitably strengthen your responses and help to quell anxiety about the unknowns. <\/p>\n You want to challenge your position before the meeting, not be ambushed during it. ChatGPT can help you prepare for inevitable objections. <\/p>\n \u201cI\u2019m going into a negotiation about [describe subject]. Here\u2019s my position: [describe position]. Here\u2019s what I know about the other party: [describe]. Challenge my assumptions, identify weaknesses in my argument, and list the strongest objections the other party is likely to raise. For each objection, suggest a thoughtful response and point out any areas where my position may need to be refined or further researched.\u201d<\/p>\n 5. Set The Tone Before The Negotiation Begins<\/p>\n