We have an inspiring story to share with you today about our friend Lee, illustrating the power of Emotionally Intelligent Negotiation (EIN). Principle Number 3: Create Value Before Capturing Value
Recently, Lee, an avid runner, aspired to hire a running coach to take his training to the next level. However, faced with the reality of high coaching fees, he found himself at a crossroads. Undeterred by the challenge, Lee decided to approach the negotiation process with a different mindset—one rooted in emotional intelligence.
During a trial session with Coach Bob, Lee was impressed by his expertise and coaching style. Rather than succumbing to the immediate urge to haggle or engage in a battle for the best deal, Lee recognised the importance of controlling his emotions. He resisted the temptation to view Coach Bob as an adversary, focusing instead on building rapport and understanding his needs.
In a coffee meeting with Coach Bob, Lee demonstrated a genuine interest in his coaching business. He delved into meaningful conversations, seeking to grasp the challenges faced by running coaches in the digital age. It was during this exchange that Lee discovered Coach Bob’s technological limitations and his struggle to establish an online presence.
What happened next showcases the true power of EIN. Drawing upon his own skills in website building and search engine optimisation (SEO), Lee proposed a collaboration that went beyond a simple transaction. He offered his assistance to help Coach Bob enhance his online presence and overcome the technological hurdles he faced. In return, they agreed on a reduced coaching fee that aligned with Lee’s budget.
Lee successfully resisted the urge to engage in a win-at-all-costs mentality, and by embracing the principles of EIN, Lee transformed the negotiation process into a collaborative problem-solving endeavour. Instead of solely focusing on his own benefit, Lee genuinely sought to understand Coach Bob’s challenges and find a mutually beneficial solution.
Lee’s story serves as a reminder that mastering our emotions and approaching negotiations with a spirit of cooperation can lead to remarkable results.
As we continue our exploration of EIN in future newsletters, we encourage you to reflect on Lee’s experience and consider how you can apply the principles of emotional intelligence in your own negotiations.
Together, let’s embrace the power of emotions, forge genuine connections, and achieve exceptional results.
Wishing you successful and emotionally intelligent negotiations ahead!