BEST PRACTICE NEGOTIATING AT WORK

 

Imagine this:

  

It appears you have an easy day ahead of you tomorrow. Your schedule is not overbooked and things seem to be running according to plan. Upon arrival at work, however, you discover items you requested for won’t be available for another 1 week, 5 urgent tasks have been assigned to you by your supervisor,  a co-worker in another department you requested information from is off sick and his/her colleagues are working on a deadline due in their department by end of business day. To make matters worse, a report you need within three hours will not be available until the last minute. How should you handle this situation? Who are the people you need to communicate with and what is your strategy for achieving what has now become urgent for you? It’s now obvious that at some point you will need to negotiate with someone to get their time and attention in order to help you achieve one or more of your new targets for the day. There are different styles of negotiation, depending on circumstances - where you do not expect to deal with people ever again and you do not need their goodwill, then it may be appropriate to "play hardball", seeking to win a negotiation while the other person loses out. Similarly, where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in detail and legitimate "gamesmanship" to gain advantage. Anyone who has been involved with large sales negotiations will be familiar with this. Neither of these approaches is usually much good for resolving disputes with people with whom you have an ongoing relationship with or must communicate with continuously at work. Look at this way, If one person plays hardball, then this disadvantages the other person – who may or may not remember later…to your disadvantage.  The best type of negotiation usually involves a ‘win-win’ approach to negotiation.

 

For a negotiation to be 'win-win', both parties should feel positive about the negotiation once it's over. This helps people keep good working relationships afterwards. This governs the style of the negotiation – histrionics and displays of emotion are clearly inappropriate because they undermine the rational basis of the negotiation and because they bring a manipulative aspect to them.

The negotiation itself is a careful exploration of your position and the other person’s position, with the goal of finding a mutually acceptable compromise that gives you both as much of what you want as possible. People's positions are rarely as fundamentally opposed as they may initially appear, it’s just that for the most part what is important and urgent to you at one point may or may not be urgent or important to the other person, hence the need to find middle ground. Therefore it is important to negotiate in a way that protects your interpersonal relationships rather than damage it. Negotiation must be done to take care of present issues and needs while ensuring there is a fertile ground for future dialogue and any negotiations (if applicable) Here are some tips to keep in mind when you are negotiating with the aim of protecting interpersonal relationships:

·         Keep your communication style direct by sharing plans, not concepts. Think collaboration not confrontation.

·         Be clear about what you want and practice asking for it in a calm, direct manner. Our advice: don’t be confrontational. Getting fired-up and emotional may have an adverse reaction.

·         Negotiation is a conversation and you may risk getting off-track. Our advice: stay focused; remain on point and on course to avoid a negotiation disaster.

·         Gaining buy in along the way will get you closer to your goal faster. Making sure that the other party is being heard is a sign of respect and will be appreciated. Our advice: repeat the points of the other side and use language such as “Let me make sure I completely understand your point.”

·         Successful negotiating requires preparation. Be prepared with a strong understanding of your needs and motivations, as well as the other side. My advice: do your research, gather together relevant information, and if it’s complicated, get outside expertise from a mentor or colleague.

·         Starting with your bottom line may close the door on negotiations. My advice: be prepared to compromise and expect the other party to compromise as well.

·         Being fair is not a loss. It shows that you are willing to adjust your expectations to meet the needs of the other side. My advice: ask the question, “Why don’t you tell me what you think is fair.” You may be surprised at the answer.

·         Negotiating is a process, not an event. One conversation may not culminate in a final decision. My advice: be willing to say, “Let me think about that and get back to you in 24 hours.”

As business professionals, we negotiate every day on topics ranging from work assignments, project delivery dates and even business travel and the primary purpose of negotiation is to resolve situations where what you want conflicts with what someone else wants. So next time there is a clear discrepancy between what you need from someone at work and what he/she is able to provide, why not try to negotiate keeping in mind the personal relationship you want to maintain at work. Have a great week everyone!

 

IMPROVING PRODUCTIVITY BY ENSURING YOUR TO DO LIST WORKS FOR YOU

http://ilovegetttingupinthemorning.wordpress.com/2012/04/27/seven-ways-to-take-charge-of-your-to-do-list/

JOS MTN STAFF PROTEST SUSPENSION OF COLLEAGUES

http://bit.ly/KDxGNM

ISNT IT TIME WE REVIEWED OUR MINIMUM PAY FOR WORKERS IN NIGERIA

CULLED FROM THISDAY ONLINE NIGERIAN NEWSPAPER

Labour leaders are using the opportunity of today's May Day celebration to agitate for a further review of the national minimum wage for Nigerian workers. Their agitation for an upward review of the minimum wage may not be unconnected with alleged plan by government to further increase the pump price of fuel in view of the nation's dwindling revenue.Currently the benchmark minimum wage paid to workers in both public and private organisation is N18, 000 and the implementation took effect in March 2011.However, labour leaders who will present workers demand for further increment in the minimum wage at the eagle square today in Abuja said the N18, 000 minimum wage being paid workers was no longer tenable especially in the face of inflation and rising commodity prices. Specifically, they argued that the agitation for an upward review of the minimum wage was necessitated by the need to cushion the effect of the fuel price hike on the common masses and the increasing cost of basic commodities. Justifying the demand for upward review of the minimum wage President General of Trade Union Congress of Nigeria (TUC), Comrade Peter Esele argued that the rising level of inflation had made a mess of the real wages since the passage of the minimum wage act. Speaking further, he said the increasing deprivation, which workers had to go through in recent times as a result of various anti-people and workers policies of the government had necessitated the demand for an increment in minimum wage.Lamenting the failure of government to implement agreements, Esele explained: "Government had found it rather fashionable to pick and choose which law to obey and the ones to disregard especially when they feel that it will reduce what will remain for them to misappropriate".

"This is why we want to serve a notice to all State Governments that have refused to comply fully with the minimum wage act to immediately take steps to comply totally with the provisions of the law so as to purge themselves of this evil and avoid confrontation with Nigerian workers. "We also want to use this opportunity to serve a notice on the various governments at all levels that the Minimum wage of N18,000 is no longer tenable and it is time for a review. This is to bring it in conformity with the objective realities of our times and to cushion the effect of the fuel price hike on the common masses and the increasing cost of basic commodities including Housing," he said.

Earlier, President of the Nigeria Labour Congress (NLC), Comrade Abdulwaheed Omar had advised that the increase in pump price of fuel had eaten deep into the N18,000 minimum wage thereby making workers worse off. He hinted that labour was going to use the opportunity of the today's May Day celebration to confront government on the issue. He also expressed concern over the failure of some states government to pay the minimum wage one way after it was passed into law by President Goodluck Jonathan adding that the action of government had worsen the plight of Nigerian workers whom he had not fared well in the last one year. "There are some states where the minimum wage has not been implemented, states like Enugu, Anambra and some other states in the South-east. This is a gross violation of the Constitution of the country and this is also a very serious area we are going to confront," he said...

DEVELOPING YOUR NEGOTIATION AT WORK SKILLS

SITUATION NO 1

john has been working alone as the head of network solutions for 5 years but because of expansion plans, the board wants to pursue other business options and brings in a consultant to work with John. John is furious, becomes deeply resentful at work, and unconsciously starts sabotaging work being done by him and the consultant. After 5 weeks of this, he is confronted by his boss and told to come in for a work meeting....

CONFLICT NO 2

Henrietta is under unbelievable pressure at home to contribute money to a cause she doesn't believe in. She has always been a conscientious worker but for the last two days sleep deprivation has caused her to be be short with colleagues, snap at customers, and moodily sit staring into space and her team lead is getting worried because Henrietta is normally a very sweet person and wants to talk to her but isn't sure the best approach to use....

Our everyday lives both at work and at home are impacted by so many internal and external forces that conflicts and differences in opinion are bound to come up from time to time. The examples given above showcase the most common cause of conflict whereby a person is experiencing inner conflict that results in outward lashing out. People resolve disputes in many ways; some become highly aggressive and unreasonable, others go into complete denial while some people seem to be able to diffuse conflicts and manage them well. With people who are able to manage conflicts at work, mediation and negotiation are normally key to health conflict and dispute resolution.

Negotiation is a two way communication style that encourages participation by both parties for conflict resolution. Your approach to negotiation will depend on the outcome you require but generally, irrespective of department or job level, employees benefit from learning how to develop their win-win negotiation skills. Win-Win” negotiation is about alliance not conflict, and successful negotiation results in long lasting and fruitful professional relationships between parties. The key to effective win-win negotiation is clear communication and this involves three important skills: understanding, speaking, and listening: 

Understanding

Before two sides can look for solutions, a common understanding must be reached. If two people do not understand each others problems and concerns, then the process of negotiation will either be breakdown or will end with solutions that do not work. Understanding also depends on active listening. Active listening encourages understanding. It is important to pay close attention to what someone says as well as to how he or she behaves. Body language, including facial expressions, hand gestures and degree of eye contact, can provide clues about the other person's thoughts and feelings. Observations, however, are shaped as much by the observer as by the person being observed. It is good practise never to assume to understand the other person without further clarification if necessary. However, asking for further clarification shouldn't now be used to feign ignorance or inability to understand what the other person is communicating.

Speaking

Negotiation begins with a clear, concise explanation of the problem as each person sees it. Facts and feelings are presented in a rational manner from the individuals perspective, using "I" statements.

The negotiation process will be most effective when people take time to think through what they will say. When possible, plan ahead to meet at a time and place convenient to everyone. A quiet, neutral spot where there are few distractions or interruptions is perfect for open discussion.

Listening

Listening is an active process of concentrating all of one's attention on the other person. Encouraging the other person to share thoughts and feelings, giving feedback on what has been heard. Thinking ahead or anticipating the course of the discussion are distractions that interfere with listening. Poor attention and listening can lead to misunderstandings, inappropriate solutions and continuing conflict.

Guidelines for successful negotiation

Recognise and define the problemEach person begins with a clearly identified statement of what he or she wants and/or needs. Negotiation should identify not only individual concerns, but mutual concerns, perceptions and interests. From this process, a common ground for agreement between the individuals is sought.

 Show respectSuccess rests in accepting the other person despite differences in values, beliefs, educational experiences, ethnic backgrounds or perspectives. Negotiation permits you to examine a problem from all sides, and to promote understanding and interest in the other person without necessarily agreeing to her or his viewpoint. Taking time to listen and to ask questions makes it easier to learn more about someone's perspectives. Considering different perspectives will increase the range and variety of possible solutions.

 Seek a variety of solutionsMore information about the problem may be needed before a solution can be decided upon. It may be helpful to examine other sources of information such as books, magazine articles and people who may be familiar with the issue. Outside assistance may help you to overcome your own biases. Mediators can provide impartial assistance with the negotiation process.

CollaborationWorking together doesn't mean "giving up" or "giving in" to another person's demands or goals. Two or more individuals can agree that disagreement exists. However, they can also agree to put aside their anger, frustration, resentment and egos in favour of working together for a solution to a common problem.

Living out the agreed resolution
It is important to follow through with negotiated agreements. The very bane of negotiation implies a commitment toward whatever outcome has been decided. Developing a "plan of action" that spells out who is going to do what, where, when and how is helpful.

Effective negotiation is a two-way process that encourages both sides to actively participate in making decisions. It can occur anytime and usually helps when it is initiated between colleagues in the same or differing departments and most importantly during times when you need help from colleagues higher up the corporate ladder than you. It also provides a way for people to learn to understand each other better and to grow in their relationships while providing a healthy balance between "giving" and "getting."

  

Negotiating can be done as formally or as informally as you want it to be. It can involve calling your colleague aside for a quiet cup of coffee so that you can decide the best time in the day to work on a project or it may involve calling human resources and finding an office to lay all issues on the table in order to mediate over everything and find solutions that are acceptable to both parties.

Whatever the case may be conflict, disagreements, and arguments do not need to cause an irrepable breakdown of communication if both parties can decide to put their difference aside and come together in order to deal with the issue at hand.

Have a great month everybody and to all the workers: whether you are self employed, working for someone;  currently undergoing a change; or experiencing work burnout, just know that you have been a blessing by your existence, you have touched lives on the job, added value even when you didn't know it, and by your good work amassed blessings for yourself both now and in the future. Be proud of who you are and be eager for the future and opportunities to learn, grow and add value!

Happy workers day!

REFERENCES

http://ezinearticles.com/?Effective-Method-of-Negotiation&id=1671981

http://extension.missouri.edu/explorepdf/hesguide/humanrel/gh6830.pdf

MASS RETRENCHMENT STILL ONGOING IN NIGERIAN BANKS

As reported by the punch newspaper:

 

Five hundred and fifty employees of Finbank have lost their jobs as the integration process of the bank with First City Monument Bank Plc reaches a critical stage. FCMB had concluded its acquisition of Finbank Plc in February 2012 and had set a four-month deadline for full operational integration.The Group Managing Director, FCMB, Mr. Ladi Balogun, told journalists on Saturday that the exercise was necessary because 44 out of the 183 branches of Finbank had been closed to avoid overlap of functions.

He said, “Five hundred and fifty Finbank employees have taken the opportunity to resign.

“We are retaining about 70 per cent of the Finbank staff. Those affected have a robust welfare package, including entrepreneurial training, proper counselling and a good severance package.” “While staff rationalisation is necessary in a merger, it is important that it is done with a human face,” Balogun added. He said that the workers were asked to leave after a rigorous performance appraisal exercise, which took a historical view of their performance.

“In terms of the cost of the exercise to the bank, we are still calculating. We will be paying the people what they deserve and we will be treating them with dignity,” Balogun added.

On the integration process, he said both FCMB and Finbank were using compatible Information Technology software and that integrating the two systems would not be difficult.

by Martin Ayankola

My sentiments still remain that resignation (voluntary or forced) still remains a catalyst for greatness due to opportunities that are explored when one leaves his or her comfort zone. Nevertheless, individuals, families, and homes are sure to be shaken by this news and our hearts go out to all involved. 

LAGOS STATE RECRUITS DOCTORS IN FACE OF ONGOING STRIKE

" THE Lagos State Government has begun the process of recruiting new doctors to replace medics who embarked on an indefinite strike action. The government also threatened to mete out appropriate punishment foe those involved in the action. Chairman, Medical Advisory Committee (MAC) to the State Governor, Dr. Ore Falomo, made this known in Lagos during a press conference at the weekend. The doctors, who resumed the action on Wednesday in continuation of  the already suspended eight-month strike, were asked by the government and committee to return to duty or risk stiff penalties. Also, some civil society organisations in the country and the Association of Health Writers joined the call for an end to the standoff, even as the pregnant women, who have been denied full antenatal care urged the state government to look into the doctors’ grouse, and get them to resume duties to save the lives of Nigerians that are being lost on regular basis. According to Falomo, the MAC was of the view that medical doctors should be guided by the ‘Hippocratic Oath,’ and, as such, exhaust all possible avenues for negotiation and lobbying before thinking of strike option.

He noted that doctors in any medical team should see themselves as leaders, who are ready to hold their positions in high esteem and carry other components of the team along. “The best option is for normalcy to return to the sector because the innocent and the poor are bearing the greatest brunt and suffering quietly. The private doctors are attending to over 60 per cent of patients and the remaining percentage is being handled by the public hospitals. So, the striking doctors should know this,” Falomo said. He continued: “What we are doing is the same thing we would do if they’re in the United Kingdom (UK) or the United States of America (USA). There is nowhere in the world, where doctors are satisfied with their condition of service. But we have to do our work and negotiate. It should be noted that only 20 percent of populace are sick at a time and these are the people we are working to save, not the whole population.”

The Chairman noted that in a situation such as being witnessed with the industrial action, it is the poor and innocent masses, who cannot afford cost of medical care that would  suffer the most. “Those days I fought against (former President, Olusegun) Obasanjo and other regimes, but did not hurt the weak. You don’t hurt the weak, rather you help them. We had poor duty allowance, but we did not go on strike. It is a strike too many. Our duty in MAC is to counsel and manage the hurt and not to inflict hurt or pain.” He informed that, “doctors are being recruited to do the job of those that neglected their duty due to the strike and they will be dealt with accordingly. We have recommended that NYSC doctors should be assigned to emergency services to perform that function. Civil service rules and regulations would be enforced to serve as deterrent to future occurrence of strike.” MAC also recommended that the Head of Service and Justice Department of the state should embark on appropriate actions to against erring doctors, which include, compensating and paying of salaries of the doctors who are active on duty for extra work done, while salary of those on strike should be withheld and subjected to appropriate considerations" http://www.nigeriannews.com/

What do you think about the strike action? Do you believe, irrespective of job and loss to life, people have the right to protest against their conditions of employment? or do you side with the government and their bigger picture of preventing unnecessary loss of life in the face of what they seem to view as an illegal and unjustifiable action by the striking doctors?

MAINSTREAM BANK DOWNSIZING VIA VOLUNTARY RESIGNATION OF STAFF?

Downsizing is never easy to do and sometimes it begins with the voluntary resignation of staff: The Punch newspaper reports

"Mainstreet Bank Limited had on Wednesday announced that it would disengage employees in its workforce who voluntarily opt to leave the bank’s employment.

The bank had noted that the move was to re-organize, improve efficiency and stability. The Group Managing Director and Chief Executive Officer, Mainstreet Bank Limited, Ms. Faith Tuedor-Matthews, in a statement, said the re-organization exercise was in the best interest of the bank."

http://www.punchng.com/business/money/zenith-bank-sacks-240-senior-employees/

Voluntary resignation still allows power to rest in the hands of the employee taking the action, but more often than not, it wouldn't be the first action, they would turn to. however, a powerful catalyst for positive change is getting over the fear of losing ones job. We pray that as staff disengaging from mainstreet bank leave, new careers and business opportunities open up for them.

 

MASSIVE SACKING OF WORKERS - ZENITH BANK - NIGERIA

It's been reported that massive sacking is underway in Zenith Bank Nigeria involving the deconstruction of Zenith Bank's top heavy middle management team.  On the surface, after reading articles available, it looks like this was done in order to free finances but more than likely due to the output of performance reviews and systems audit especially in light of ongoing reforms in the Banking industry which require more streamlined and accountable systems, structures, and work forces.

The below article was culled from The Punch Nigerian Newspaper:

 "About 240 senior employees of Zenith Bank Plc have been disengaged from the bank’s employment. Our correspondent gathered on Thursday that the affected workers were asked to leave the bank to reduce the company’s wage bill. It was learnt that the bank had “too many” senior employees in its workforce. A source at the bank, who did not want his name published because he was not authorised to speak on the subject, refuted earlier claims that the bank had sacked 1,200 employees. The source noted that the number of workers in the bank was less than 10,000, and stressed that if 1,200 persons were asked to leave, “who else would handle the bank’s jobs?” The source also said, “It was senior employees that were asked to leave and they are about 240 persons. The sacking was as a result of issues affecting their wage bill, which is becoming too high for the bank.

“The story that 1,200 people were sacked is not true. We are just about 7,000 workers in all our branches. So, how will the bank ask 1,200 people to leave?” http://www.punchng.com/business/money/zenith-bank-sacks-240-senior-employees/

No matter how well handled or planned ahead a retrenchment exercise is, it is still a very mentally challenging experience. However, from personal experience, retrenchments can provide opportunities for personal growth, exploration of new businesses, and pursuance of bigger and better careers. We pray for those affected by this exercise and hope they see it for what it is, an opportunity to explore new careers and opportunites they may have otherwise been to comfortable to explore.

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Along with providing Legal consultancy services, you can subscribe to a free newsletter sent monthly packed with the latest legal news. This month's news included current laws relevant to Nigerian Hotel Owners and their HR and Administrative department.

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Have a great week!