Hi folks, James Loewen here. Today I am going to tell you how principled negotiating can save you money. We make decisions all the time that can increase or reduce our resources. One client of mine used what he learned in Principled Negotiating to save himself $5304/year in staffing costs.
John the Health Professional has 7 highly trained staff. During a time of challenging staff relations, one of the staff, Gary, approached John requesting a $3/hour raise. John was surprised because Gary is paid at industry standard for his expertise and experience. Immediately John started counting the cost of this request, $5,304/year, and began feeling stressed and anxious about it and the impact a raise would have for other staff expectations. John also values Gary and his contributions to the business and the stability of the team, so he wanted to make sure Gary was happy.
John didn’t know why Gary wanted the raise, and remembering his Principled Negotiation training, John decided he needed to find out more about the problem before deciding on a solution. Asking open and curious questions, John explored with Gary what was going on for him at work and what lead to him asking for a raise. John was surprised to hear that Gary had been lead to believe he was under paid and that Gary did not like having to miss lunch so often or work extra hours every week. John spent some time expressing to Gary how much he appreciates him and values his work. John also committed to addressing day-to-day scheduling challenges so that Gary would work fixed hours and get a regular lunch break.
Once Gary had his concrete concerns addressed, felt appreciated and learned that he was paid at industry standard, he was quite happy to drop his request for a raise.
John was quite pleased that his efforts at discovering the real problem and showing curiosity and care for his staff bore fruit. Not only did he save money, he had addressed a real concern his staff had not shared with him before. Being curious, defining problems clearly and seeking to understand what other need worked for him.
Now Gary knows that his needs matter to John so he will bring up issues before he starts being upset about them. John is now better informed about how to best run his office and feels more confident he can address concerns as they are raised. He is also thrilled to have avoided giving an unnecessary raise.
Curiosity and a desire to understand a problem before deciding on a solution are key elements to solving new and ongoing issues in an office setting. Using these two keys of PNP can improve outcomes every time they are needed.
So right away you can go out and try some of this yourself. The next time you have a conversation with a staff member, be curious about what is going on for them. Ask some open and non-judgemental questions. Think about a problem you are dealing with now and step back from the solution you have in mind to see if you understand the problem from everyone’s perspective. If you would like some help with doing this, feel free to connect with me at … and look as some of our resources below.
Do you want to learn how to practice curiosity and to define a problem clearly so you can get better results, every time? The Principled Negotiating Program will equip you to save money and get better results.