Kuliah Negosiasi : Menjadi Negosiator Yang Baik

Summary

The speaker reflects on their journey of learning, particularly in negotiation, emphasizing how theory was prioritized over practice. They share lessons from a professor's failed negotiation in Egypt, highlighting empathy as key in successful negotiations. Through examples, the speaker introduces the concept of 'radical empathy,' where understanding the other party's needs leads to mutual benefits. The stories stress the importance of fairness, building relationships, and maintaining reputations in negotiations. They conclude with an example of extreme haggling that ended in violence, underscoring that some outcomes, even if successful, may not be worth it.

Takeaways

• 📘 Good negotiators are not always those who achieve the lowest price but those who can get what they want while considering what the other party values.
• 🐫 The story about the camel ride negotiation in Egypt illustrates that sometimes it’s not about getting a lower price, but understanding and empathizing with the other party’s perspective.
• 💡 Empathy is key to successful negotiations because it allows you to view the situation from the other person's point of view and find a solution that benefits both sides.
• 🔄 Radical empathy involves framing offers as the best option for the other party, seeking benefits that are not too costly for you but valuable to them.
• 💼 A good negotiator aligns their goals with what is psychologically and emotionally important for the other party, ensuring mutual satisfaction.
• 🏠 The contractor story shows that offering substantial benefits, like bonuses for on-time completion, can attract the best workers and satisfy clients, even if profits are moderate.
• 📊 In negotiation games, fairer distributions (like 50/50) were more successful than selfish ones, highlighting that people value fairness and honesty in negotiations.
• 😠 Negotiations can break down if one side is too greedy or inconsiderate, as shown by the example of trying to lower an already discounted price, which can lead to conflict.
• 🤝 Radical empathy is not just for closing deals but also for building relationships and maintaining a good reputation in the long term.
• 💥 The story of the PS3 negotiation gone wrong shows that pushing too hard in negotiations can backfire, leading to negative outcomes even if the goal is achieved.

Q & A

What is the speaker's approach to learning new skills?

The speaker emphasizes gathering as much information as possible before taking action. They prefer studying theories and analyzing experiences rather than jumping directly into practice.

What was the first negotiation failure mentioned in the script?

The speaker's professor attempted to negotiate the price of a camel ride during a trip in Egypt, hoping to pay half the price by only using the ride on the return trip. However, none of the camel riders agreed to the reduced price, leading the professor to pay the regular fare.

What lesson does the professor's story teach about negotiation?

The lesson is that a good negotiator is not necessarily someone who gets the lowest price but someone who can persuade others to provide what they want while offering something of value in return.

What key concept does the speaker introduce as essential in negotiation?

The speaker highlights 'empathy' as a crucial element in negotiation. By understanding the perspective and needs of the other party, a negotiator can create a mutually beneficial agreement.

How does the speaker define 'radical empathy' in negotiation?

Radical empathy involves presenting an offer that appears to be the best option for the other party, finding benefits that appeal to them, and showing an understanding of their psychological and emotional needs to create a sense of respect and appreciation.

What example does the speaker give to illustrate the application of radical empathy?

The speaker shares a story about a friend who is a contractor. The friend attracts skilled workers by offering bonuses and higher pay, ensuring their loyalty and productivity. He then offers clients faster construction times for higher fees, aligning his workers' and clients' interests with his own.

What is the lesson from the research study mentioned by the speaker?

The study showed that most people prefer fairness in negotiations. When the distribution was perceived as fair (e.g., 50-50 or 60-40), agreements were more likely. However, extremely unequal offers (e.g., 90-10) led to a high rate of rejection, highlighting the importance of fairness.

How does the speaker suggest handling a situation where a seller offers a price below market value?

The speaker advises accepting the price if it's already below market value rather than negotiating further, as pushing for an even lower price can be seen as unfair and could lead to the deal falling through.

What does the speaker say about building relationships through negotiation?

The speaker mentions that radical empathy not only helps reach agreements but also builds reputation and maintains long-term relationships, which are crucial for successful negotiation outcomes.

What example does the speaker give to demonstrate the consequences of aggressive negotiation tactics?

The speaker recalls a story of a friend who tried to buy a PS3 at a very low price, leading to a physical altercation with the seller. Although the friend eventually bought the PS3 at a low price through police mediation, the speaker argues that such aggressive tactics are not worth the negative consequences.