{"id":12936,"date":"2021-04-07T00:00:00","date_gmt":"2021-04-07T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/lycra-leggings\/"},"modified":"2021-04-07T00:00:00","modified_gmt":"2021-04-07T00:00:00","slug":"lycra-leggings","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2021\/lycra-leggings\/","title":{"rendered":"Lycra leggings"},"content":{"rendered":"
\n

When we ask our clients about the negotiating challenges, we get an array of answers ranging from – \u2018we want to establish a common approach to our negotiations, we want our people to feel more confident and in control of their negotiations, we need to improve our margins, we give too much away\u2019.\u00a0 When we probe for more detail, a common theme is that of their negotiators fearing rejection, when the other party says \u2018no\u2019 to their proposal or suggestion, their \u2018go to\u2019 position is to either continue their line of unsuccessful persuasion (annoying to the other party) or acceptance of \u2018no\u2019, and fast retreat with tail firmly between their legs.<\/p>\n

At Scotwork, we encourage our negotiators to look at \u2018NO\u2019 as being the start of the negotiation rather than the end. \u00a0To not fear but embrace it and there are various ways to try to turn a \u2018no\u2019 to a \u2018maybe\u2019 or better still, \u00a0a \u2018YES\u2019!\u00a0 Let\u2019s consider these options in turn.<\/p>\n

    \n
  1. Persuasion<\/strong>\u00a0\u2013 when it works it is an ideal option – low cost – some words, statistics, data sharing perhaps. Problem is when we over-persuade it becomes really annoying to the other party.\u00a0 Scotwork recognised the importance of effective persuasion in negotiations and commissioned research into the use of cognitive biases to make persuasion more effective which we now share with our clients.<\/li>\n
  2. Ask great\u00a0negotiating questions<\/strong>\u00a0\u2013 \u2018what would we have to do to get you to accept the proposal?\u2019, \u2018Are there any circumstances under which you could agree to this\u201d,\u2019 What would it take to \u2026\u2019 etc<\/li>\n
  3. Open the door\u00a0<\/strong>to a possible further small concession \u2018Just suppose we were to offer an additional X, then would you be able to agree? Test the water but don\u2019t commit, if they say no, then you withdraw the option of a further concession<\/li>\n<\/ol>\n

    Do your children fear the word \u2018no\u2019?\u00a0 Mine don\u2019t, never did.\u00a0 We need to find our inner child and learn to not fear rejection or \u2018no\u2019.<\/p>\n

    I had hoped that by the age of 22 my daughter would have backed down a bit when it came to the persuasion game but a Christmas shopping trip in November 2020, before lockdown no 3, proved that this was not the case.<\/p>\n

    Grandma had given her money to buy some \u2018much needed\u2019 sports gear as a Christmas present.\u00a0 We agreed to shop together, I suggested Decathlon, where I go for my sports gear but no, a 4th<\/sup>\u00a0year skint sports student was setting her sights higher, much higher, so we walked into town and she introduced me to Lululemon.\u00a0 I had heard of the store and the brand and had walked past it many times but never gone inside, I hate shopping at the best of times and the Scottish blood running through my veins warned me off.<\/p>\n

    The store is full of beautiful young people, beautiful sport clothing, beautiful price tags.\u00a0 Perhaps in a poor attempt to justify the eye watering price tags (\u00a3110 for a pair of lycra leggings – really?), your name is chalked on the changing room door and you are personally addressed at every stage of the shopping process.\u00a0 \u00a0My daughter assured me that the quality was second to none as I rolled my eyes.<\/p>\n

    2 pairs of lycra leggings later, a lovely gift box with perfumed tissue paper, some sprinkled fake gems and in another posh bag (they asked if we wanted each of these ludicrous packaging extravagances \u2013 it was free so I said \u2018yes, absolutely, we\u2019ll have all of it, having failed to negotiate any kind of a discount!)<\/p>\n

    We walked home together, she, smiling and swinging the posh bag by her side said, \u2018I can\u2019t wait to get these on and go to the gym tonight\u2019.\u00a0 \u2018Excuse me\u2019 I said, \u2018What?\u2019 she said.\u00a0 \u2018They are a present from grandma, for you to open on 25 December and not a day before\u2019.\u00a0 The persuasion began, \u2018I need to wear them, I don\u2019t have any decent ones (blatant lie), I need a boost, please, Grandma doesn\u2019t need to know\u2019.\u00a0 No, no, no, no no! We walked further in silence and she made one last stab \u2018how about I wear them, just tonight, just the once then I will wrap them up again, put them in the box, in the bag, under the tree\u2019!<\/p>\n

    I am proud to say that for once, I put my foot down and refused to cave-in.\u00a0 By the time we got to 25 December she was overjoyed to open the parcel and remember how \u2018beautiful\u2019 those lycra leggings were.<\/p>\n

    Persuasion, applied effectively, is such a great way of resolving conflict when it works but sometimes, the best persuader in the world, will still be faced with a \u2018no\u2019 so you must have other options ready in your negotiating armoury.<\/p>\n<\/article>","protected":false},"excerpt":{"rendered":"

    When we ask our clients about the negotiating challenges, we get an array of answers ranging from – \u2018we want to establish a common approach to our negotiations, we want our people to feel more confident and in control of their negotiations, we need to improve our margins, we give too much away\u2019.\u00a0 When we…<\/p>\n","protected":false},"author":89,"featured_media":12937,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2021\/lycra-leggings\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12936","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\nLycra leggings | Scotwork NZ Negotiation Blog<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with 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