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Lesson 2: The COOL Negotiation Style

Justin does not like the idea of working for minimum wage but before he opens his mouth he puts his brain in gear. A COOL Negotiator knows that negotiating with an authority figure considers the needs of the person in authority as well as their own. They also know that respect and patience are essential and that demands and threats are to be avoided.

Justin realized he had a lot to offer as an employee. His challenge was to develop a case to present to Mr. Stanfield. The COOL. Negotiator knows that when negotiating with authority figures, it is critical to demonstrate respect, patience, and self-control, which is easy to talk and write about but hard to do.

The following questions are designed to define the COOL Negotiation Style.

How did Justin LOOK COOL?

  • Calm, self-confident voice
  • Comfortable posture
  • Good eye contact
  • Pleasant expression on his face

How did Justin think COOL?

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Note: The following thoughts reflect Justin's belief that negotiation should result in reaching an agreement that is as fair as possible to both sides, Le. Give & Take Negotiation. That's the belief system of the COOL Negotiator.
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  • "We are friendly with each other, but I need to remember Mr. Stanfield is the adult and owns the shop - he's not one of my buddies.”
  • "Hey, there's a problem with the way this bike is assembled. If I point that out to Mr. Stanfield maybe he will realize what a valuable employee I could be. I'll let him know I'm head mechanic for our bike club to give him more confidence.”
  • "Minimum wage just doesn't sound like enough pay for my experience with bikes."
  • "I know Mr. Stanfield has been good to me, but that really doesn't have anything to do with the job I can do for him."
  • "O.K., deep breath, - let's try the Give & Take Negotiation Plan.”

How did Justin act COOL?

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Note: The following actions reflect Justin's belief that negotiation should result in reaching an agreement that is as fair as possible to both sides because that kind of agreement has the best long-term benefits, Le, Give & Take Negotiation. That's the belief system of the COOL Negotiator.

Justin used the BeCool Give & Take Negotiation Plan:

Step 1️⃣: Gather Intelligence

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Note: Justin did not have much time to prepare himself to negotiate. He had to think on his feet. This can be very stressful. When a person has to call upon their own resources at a moment's notice, it can be difficult to maintain focus. There was no real burry Justin did not bure to rush into the negotiations.

Justin already had the information he needed to support his case. He knew what the owner of a competitive bike shop was paying employees with similar experience. He used this information to establish an impartial "standard of fairness" to support the wages for which he was asking.

He also was aware that over 50 percent of what he could do to influence Mr. Stanfield, or any figure in authority, had to do with demonstrating a respectful attitude.

Step 2️⃣: Set the Mood

Justin suggested that he and Mr. Stanfield find a more private area to talk. He didn't push the negotiations, but, instead, let the boss lead the conversation. His attentive listening to Mr. Stanfield's story showed him that he respected him and what he had to say. Justin controlled what he could - his attitude. The display of respect, self-confidence, and patience created a positive environment for a W.I.S.E. Agreement to develop.

Step 3️⃣: Give & Take to Make a W.I.S.E. Agreement

W   Wins Benefits for Both Sides

Justin wanted to be paid a wage that was commensurate to his experience, not his age. He also knew Mr. Stanfield, being a businessman, was concerned about keeping his costs down. The agreement they finally reached, after much Give & Take, addressed both their needs. It was a Give & Take Agreement.

I    Incorporate a "Standard of Fairness"

Knowing what Mr. Stanfield's arch-rival. Binny was paying his mechanics gave Justin an independent "standard of fairness" to support Justin's request for more than minimum wage. Letting Mr. Stanfield know that he was the mechanic for the local bike racing club could be considered an "independent" claim of competence and experience.

S   Settles Disputes Without Becoming Personal

Mr. Stanfield applied frequent emotional pressure but Justin remained focused. He did not become personal - no threats or ultimatums. Justin stayed with the facts. He countered Mr. Stanfield's offer with a request for a higher salary and a larger discount. "You really think you are worth that?" "Yes. sir, I do," replied Justin. Justin was self-confident but realized he would have to prove his worth as a mechanic. "If you aren't happy with my work by the end of the month, you don't owe me anything." A COOL Negotiator knows when negotiating with an authority figure, they may have to go the extra mile.

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Teacher Note: Legally, Mr. Stanfield knows he will have to pay Justin for the hours he works whether he likes Justin's work or not. However, the fact that Justin made the offer, reassures Mr. Stanfield that he is making the right decision in hiring him. Students should be cautioned to never promise more than they can deliver and that they can change their minds regarding this kind of guarantee at any time they feel that they are being exploited.

E    Encourages Future Cooperation

Because the needs of both sides were addressed, this amicable W.LS.E. Agreement may be just the beginning of a long and profitable relationship for them. Who knows, someday the name of the shop may be "Justin's."

In summary, it was a WI.S.E. Agreement because:

  • They reached an agreement that was beneficial to both parties,.
  • The agreement promoted trust and respect.
  • They established a foundation for future cooperation.

What if Justin's COOL Negotiation Style DIDN'T work?

Justin could walk away knowing he had done the best he could (and whenever we do that, it feels good.). He had presented his case respectfully and had maintained self-control. This had to impress Mr. Stanfield. Who knows, it would not be surprising for Mr. Stanfield to come to him in the near future with a job offer closer to Justin's terms. A positive Give & Take relationship has been established.