{"id":23158,"date":"2023-02-02T21:41:39","date_gmt":"2023-02-02T21:41:39","guid":{"rendered":"https:\/\/todaysveterinarybusiness.com\/?p=23158"},"modified":"2023-02-02T21:41:39","modified_gmt":"2023-02-02T21:41:39","slug":"negotiation-talent-territory-0223","status":"publish","type":"post","link":"https:\/\/navc.sitepreview.app\/todaysveterinarybusiness.com\/negotiation-talent-territory-0223\/","title":{"rendered":"Let\u2019s Make a Deal \u2014 Cooperatively"},"content":{"rendered":"

When you hear the word \u201cnegotiation,\u201d what emotion does it elicit? When I\u2019ve asked the question to groups large and small, one of the most popular answers (if not the top response) is fear. Negotiation is largely misunderstood, helping to foster an atmosphere of apprehension surrounding the word and the activity.<\/p>\n

Negotiation is often thought of in terms of significant events like buying a house or car, signing a contract, or agreeing on a salary and fringe benefits. But, in reality, we negotiate every day. For example, we negotiate with our spouse over small things like doing the dishes or who will pick up the kids from school. We negotiate with our kids over when to come home from a date, how long they can play outside before doing their homework, and what time they must be in bed. We negotiate with our co-workers over who is doing what on a project. We negotiate with our boss about deadlines, the best way to do something and our work schedule. We even negotiate with ourselves by saying, \u201cIf I work out one more time at the gym this week, I\u2019ll allow myself a dessert this weekend.\u201d<\/p>\n

Unfortunately, some people don\u2019t understand negotiation clearly, how it works or how being proficient at it can help them excel and succeed. Negotiation skills within the veterinary profession are needed now more than ever. As people quit their jobs during the \u201cgreat resignation,\u201d employers were desperate to hire qualified replacements. Consequently, employers negotiated more often with job candidates and continue to do so today.<\/p>\n

A Two-Way Street<\/strong><\/h3>\n

The ability to negotiate is a leadership trait<\/a>. Therefore, job candidates with superb negotiation skills have an advantage over candidates lacking the skills. In the long run, people with superior negotiation skills often advance faster and have more career success.<\/p>\n

Unfortunately, some people view negotiation as a conflict, so they shy from it. But it doesn\u2019t have to be that way.<\/p>\n

I have a friend and executive in the animal health industry who told me about how negotiations between him and another man became heated. The talks got so intense that the other man suggested they take a walk. During the break, the other man told my friend something he remembers to this day. The man said:<\/p>\n

\u201cA successful negotiation is a win-win for the people involved. If it\u2019s not a win-win, then the relationship won\u2019t last. It must be mutually beneficial for both parties. If it\u2019s not, then the relationship eventually falls apart.\u201d<\/p>\n

That\u2019s excellent advice for everyone. Having a win-win mindset is the foundation of good negotiation skills.<\/p>\n

Two Approaches<\/strong><\/h3>\n

While multiple negotiation styles exist, the two main ones are competitive and cooperative. I define them this way:<\/p>\n