Kuliah Negosiasi : Mengontrol Lawan

Summary

In this insightful negotiation lecture, the speaker emphasizes the importance of asking the right questions to maintain control in discussions. By using open-ended questions that start with 'what' and 'how,' negotiators can create an illusion of control and foster a respectful dialogue, enhancing collaboration. The speaker contrasts these with 'why' questions, which can lead to defensiveness. Through real-life examples, the lecture illustrates how empathy and strategic questioning can guide conversations toward favorable outcomes, ultimately helping negotiators better understand and navigate complex situations.

Takeaways

• 😀 Understanding control in negotiations is crucial; the one asking questions often holds more power.
• 🤔 Creating an illusion of control for the other party can lead to more favorable negotiation outcomes.
• ❓ Asking questions that start with 'what' and 'how' fosters open dialogue and respect in negotiations.
• 🔍 Avoid asking 'why' as it can put the other party on the defensive, making them feel accused.
• 🤝 Empathy plays a key role in negotiations; encouraging the other party to empathize can shift the dynamic positively.
• 📞 Using practical questioning, such as 'How can I accomplish this task?' helps in understanding the other party's perspective.
• 🗣️ Three key questions—'How can I accomplish this?', 'What will happen if I do this?', and 'How can I resolve this issue?'—can guide the negotiation process effectively.
• 📊 These questions allow both parties to explore different viewpoints and gather essential information.
• 💬 The techniques discussed are versatile and applicable in various negotiation scenarios, from project timelines to client interactions.
• 👍 Engaging with the content by liking, sharing, and subscribing encourages further learning and interaction.

Q & A

Why is the use of 'What' and 'How' questions important in negotiations?

The use of 'What' and 'How' questions in negotiations is important because they create an illusion of control for the other party, making them feel respected and empowered. These types of questions prevent defensiveness and allow the person to explain their viewpoint in a way that benefits the negotiator.

Why should 'Why' questions be avoided during negotiations?

'Why' questions can trigger defensive responses, as they often imply an accusation or challenge. For example, asking 'Why are you asking me to deliver in three weeks?' may make the other party feel questioned or blamed. Instead, 'What' or 'How' questions maintain a more neutral, collaborative tone.

What is the concept of 'illusion of control' in negotiations?

The 'illusion of control' refers to a situation where the other party feels they are in charge or have control over the conversation or decision-making process, even though they are not. By asking the right questions, negotiators can make the other party feel empowered without giving up control.

Can you give an example of how to apply the 'illusion of control' in a negotiation?

A good example is asking a client, 'What is the reason for the three-week delivery timeline?' This question makes them explain their reasons, giving them the illusion of control while you remain in charge of the conversation.

How can asking empathetic questions help in a negotiation?

Empathetic questions make the other party consider your perspective, which can help build rapport and lead to a more favorable resolution. For instance, asking, 'How can I complete this project given my current limitations?' forces the other party to understand your challenges and be more flexible.

What are the three strategic questions used to guide a negotiation?

The three strategic questions are: 'How can I do this?', 'What will happen if I do this?', and 'How can I resolve this issue?'. These questions help explore different perspectives, gather information, and guide the other party to provide solutions.

How does asking the question 'How can I resolve this issue?' benefit the negotiation process?

Asking 'How can I resolve this issue?' opens up a dialogue for problem-solving and encourages the other party to think about potential solutions. This question shifts the focus from the problem itself to finding a mutually agreeable way forward.

What effect does asking 'What will happen if I do this?' have in a negotiation?

Asking 'What will happen if I do this?' encourages the other party to consider the consequences of a particular action. This question can help reveal the potential risks or benefits of a decision, providing valuable insights for the negotiator.

In the real-life example provided, how did the client use the technique of asking empathetic questions?

In the example, the client used the question 'How can I complete this project with limited capital?' to force the other party to empathize with their financial situation. This question made the client’s difficulties clear, leading to a more understanding and cooperative response from the partner.

What can we learn from the response to the client's question about limited capital?

From the response, we learn that when you present a challenge through empathetic questioning, it can trigger empathy and a willingness to find solutions. The other party acknowledged the client’s struggle and offered a compromise to help resolve the issue, showcasing the power of empathetic questioning in negotiations.