Negotiation is to some extent an art form and a skill that’s well worth mastering in the world of project management. Negotiation skills are a key topic when studying for a project management certification such as an APM project management qualification. It’s a powerful tool that can stand you in good stead during your career as a project manager. Yet many people find it difficult to master this art because they do not listen to the opposing argument of any negotiation. Instead, they are thinking about their reply.
Unfortunately, successful negotiations need an understanding of the other side’s argument and it can be hard to listen with an open mind if you already believe that only your opinion or view is the right one. But practising turning off your internal voice and trying to see things from the other perspective will result in a better outcome for the project, which in turn is a better outcome for you as the project manager.
So how do you listen more effectively? Here are some ideas…
Silence helps with active listening
Maintaining brief silences during negotiations will help you hone your active-listening skills which are useful skills but not instinctive in most humans. After all most of us enjoy putting our own point of view across. Silence is actually a useful negotiating skill in itself because good negotiators are not necessarily good talkers but they do need to be good listeners. A short silence provides the chance to resist self-advocacy. That can be tough to do – especially if you are convinced you are right – but always remember the bigger goal i.e. a successful project. And a successful project is not one where others’ opinions have been over-ruled and your decision forced through against the wishes of others. (That’s a sobering thought worth remembering).
Silence during negotiations defuses potential tension
When it comes to defusing tension, silence can also be a very powerful tool. For instance if the other party makes a brazen request, then stunned silence makes your opinion clearer than a belligerent response. Silence has the potential to make the other side doubt their own demands and gives you time to analyse the situation more fully.
Silence allows you to change perspective
Silence also gives you an opportunity to take a step back and look at the disagreement from another angle. There is rarely only one solution in a conflict and you might find the silence gives both parties space to reflect on their viewpoint. It will certainly give you time to formulate an appropriate answer. So what may seem counterintuitive, is in fact a key element in negotiations.
It may not feel like you are doing much to further the negotiations by being silent, but silence can speak volumes. Give it a try and see just how powerful saying nothing can really be when it comes to tough project negotiations.
