What would it take? One of the best negotiation strategies I have come across comes from Zoe Chance in her book Influence Is Your Superpower. (I highly recommend this book!) As you might gather from the title, the book is about influence and persuasion in the 21st century. The author is a professor at Yale University, but the book is written on a popular level. It includes a couple of chapters on negotiation, which Zoe says everyone engages in, whether we realize it or not.
We start negotiating as small children. We bargain for a later bedtime, a glass of water, or one more TV show before bed. Negotiation advances from there.
Practically speaking, if you need to jumpstart a negotiation, Chance recommends asking, “What would it take?” She offered the story of an advocate who, after two girls were kidnapped in a rural Zambian village, asked local women, “What would it take to prevent this from happening again?” That question led to a satisfying solution.
In another example, Zoe related that someone wanted to advance in his work and move up the ladder. He respectfully approached his boss and asked, “What would it take for me to get to the next step in my career?” That led to a profitable discussion in which the necessary goals were established, and steps to achieve them were defined.
Much can be accomplished by asking, “What would it take?”
First, it can spark creativity.
Second, it shows respect.
Third, it uncovers valuable information.
Fourth, it shifts the conversation from confrontation to collaboration. And sometimes, the answers you get are more creative—and easier—than you’d expect.
I’ve even used this question in my own life. When I was paying off one of my daughter’s college loans, I called up Sallie Mae and asked, “What would it take…?” ‘Sallie’ answered with clear, concrete steps I could actually use. So, next time you’re negotiating—at work or at home—try asking, “What would it take?” You might be surprised by how far it gets you.
Mark
Dr. Mark Edge a
The WorkEdge Company
Telephone: 903-245-7851
Email: workedgetexas@gmail.com
Website: www.workedgetexas.com
Author of Holy Chaos. To purchase the book, click here: https://www.amazon.com/s?k=mark+edge&crid=3B1BM6W3LHOG0&sprefix=%2Caps%2C137&ref=nb_sb_ss_recent_2_0_recent
For further reading, see: Zoe Chance, Influence Is Your Superpower, Random House, 2022.
WorkEdge leverages AI as a resource. While this material was not written or generated by AI, the editing was informed by AI tools.