{"id":506082,"date":"2022-11-03T18:04:38","date_gmt":"2022-11-03T15:04:38","guid":{"rendered":"https:\/\/en.buradabiliyorum.com\/good-developers-need-good-negotiation-skills-heres-some-tips\/"},"modified":"2022-11-03T18:04:38","modified_gmt":"2022-11-03T15:04:38","slug":"good-developers-need-good-negotiation-skills-heres-some-tips","status":"publish","type":"post","link":"https:\/\/buradabiliyorum.com\/en\/good-developers-need-good-negotiation-skills-heres-some-tips\/","title":{"rendered":"#Good developers need good negotiation skills \u2014 here\u2019s some tips"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-6a41c21c2d0e3\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #dd3333;color:#dd3333\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #dd3333;color:#dd3333\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6a41c21c2d0e3\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/buradabiliyorum.com\/en\/good-developers-need-good-negotiation-skills-heres-some-tips\/#%E2%80%9CGood_developers_need_good_negotiation_skills_%E2%80%94_heres_some_tips%E2%80%9D\" >&#8220;Good developers need good negotiation skills \u2014 here\u2019s some tips&#8221;<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/buradabiliyorum.com\/en\/good-developers-need-good-negotiation-skills-heres-some-tips\/#Join_TNW_in_Valencia\" >Join TNW in Valencia!<\/a><\/li><\/ul><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/buradabiliyorum.com\/en\/good-developers-need-good-negotiation-skills-heres-some-tips\/#Book_1_Getting_to_Yes_Negotiating_Agreement_Without_Giving_In\" >Book 1: Getting to Yes: Negotiating Agreement Without Giving In<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"%E2%80%9CGood_developers_need_good_negotiation_skills_%E2%80%94_heres_some_tips%E2%80%9D\"><\/span>&#8220;Good developers need good negotiation skills \u2014 here\u2019s some tips&#8221;<span class=\"ez-toc-section-end\"><\/span><\/h1>\n<p><img decoding=\"async\" src=\"https:\/\/img-cdn.tnwcdn.com\/image?fit=796%2C417&amp;url=https%3A%2F%2Fcdn0.tnwcdn.com%2Fwp-content%2Fblogs.dir%2F1%2Ffiles%2F2022%2F10%2FUntitled-design-4.jpg&amp;signature=b58ad85a22bcfe1893b43c893336784e\" \/><\/p>\n<div id=\"article-main-content\">\n                            <em>This <a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/cult.honeypot.io\/reads\/developer-or-master-negotiator\/\">article<\/a> was originally published on .cult by <a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/cult.honeypot.io\/contributors\/kaleb-mckelvey\">Kalen McKlevey<\/a>. <a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/cult.honeypot.io\/\">.cult<\/a> is a Berlin-based community platform for developers. We write about all things career-related, make original documentaries, and share heaps of other untold developer stories from around the world.<\/em><\/p>\n<p>When we think of negotiation, we picture intense discussions that go back and forth between two parties discussing a deal over huge sums of money. One side has a price in mind and won\u2019t budge, the other has a budget in mind and won\u2019t budge. Either one side adapts or both parties walk away. Add in the power struggle of <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/download-scripts-themes-apps\/\" data-internallinksmanager029f6b8e52c=\"9\" title=\"Download Scripts &amp; Themes &amp; Apps\" target=\"_blank\" rel=\"noopener\">app<\/a>earing as the \u201ctoughest person,\u201d and you\u2019re in for a tough time making the deal work.<\/p>\n<p>While these negotiations happen, they aren\u2019t what most of us experience in our day-to-day life. Don\u2019t get me wrong; negotiation happens every single day. I\u2019m merely stating that not all of them are intense battles. They don\u2019t require a huge power struggle either.<\/p>\n<div class=\"inarticle-wrapper channel-cta\">\n<div class=\"ica-text\">\n<h4><span class=\"ez-toc-section\" id=\"Join_TNW_in_Valencia\"><\/span>Join TNW in Valencia!<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>The heart of tech is coming to the heart of the Mediterranean<\/p>\n<\/div>\n<\/div>\n<p>For example, have you ever made a deal with your children so they\u2019ll go to bed on time, or had to convince an airline customer service agent to book you on another flight after a delay?<\/p>\n<p>You were negotiating!<\/p>\n<p>To go even further, believe it or not, negotiation is a key part of being a software engineer too.<\/p>\n<p>Here\u2019s when negotiation skills come into the picture:<\/p>\n<ul>\n<li>persuading others of the best technical solution or architecture for a new feature<\/li>\n<li>convincing a colleague of a better approach during code reviews<\/li>\n<li>deciding on team standards for maintainable code with your team<\/li>\n<li>working through project scope with cross-functional partners by certain deadlines<\/li>\n<li>talking about your <a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/cult.honeypot.io\/reads\/5-tips-to-receiving-your-first-salary-increase-as-developer\/\">new total compensation<\/a> when changing companies, roles, or during promotions<\/li>\n<\/ul>\n<p>We can see through these scenarios, that developers negotiate in some way or another almost every single day. However, the interesting part is that most of us never actually learned the proper techniques or best ways to collaborate when negotiating to get better results.<\/p>\n<p>It wasn\u2019t until I recognized the importance of this skill that I decided it was learning time. So, I looked for the best books on the subject and decided on the two summarized below.<\/p>\n<p>The summaries showcase a few main ideas from each book, but I recommend checking them out on your own to learn more!<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Book_1_Getting_to_Yes_Negotiating_Agreement_Without_Giving_In\"><\/span>Book 1: <a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/en.wikipedia.org\/wiki\/Getting_to_Yes\">Getting to Yes<\/a>: Negotiating Agreement Without Giving In<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>This classic handbook on negotiations has been and continues to be the main teaching guide for negotiators all across the world.<\/p>\n<p><strong>Focus on getting a win-win solution:<\/strong><\/p>\n<p>One main idea is finding a win-win solution so both parties walk away feeling good about the final deal.<\/p>\n<p>Many times, during a negotiation, all parties involved have specific interests they care about most \u2014 discovering them is key. Once interests are known, each party can compromise in areas they care least about, allowing both parties to win in the areas they care most about.<\/p>\n<p><strong>Four Principles of Negotiation:<\/strong><\/p>\n<p>1. Separate people from the problem<\/p>\n<p>It\u2019s the \u201cus versus the problem\u201d mentality that helps solidify deals without personal attacks, hurting relationships, or blaming others. Changing the perspective from winning against the other party to winning against the problem itself, frames the discussion in the right way.<\/p>\n<p>That frame makes it easier for each side to listen and understand each other\u2019s views, allowing better communication and deal-making to occur.<\/p>\n<p>2. Focus on interests rather than positions<\/p>\n<p>When each party negotiates from a position, then, neither can budge easily. We don\u2019t want to give up ground or be \u201cwrong.\u201d Instead of discussing it that way, determine each party\u2019s interest and what they\u2019re willing to let go of.<\/p>\n<p>By doing so, you can find ways to accommodate each party\u2019s interest without losing \u201cground.\u201d<\/p>\n<p>3. Generate a variety of options before settling on an agreement<\/p>\n<p>Brainstorm ideas separately from negotiating the final decisions. By exploring ideas in a safe space, the creative juices flow freely. It also gives people an opportunity for partial solution ideas, which can later be combined when finalizing the negotiation.<\/p>\n<p>Once ideas are generated, evaluate them together with a focus on those that can be completed at a low cost to you, but will be of high value to the other parties (and vice versa).<\/p>\n<p>4 \u2013 Insist that the argument be based on objective criteria<\/p>\n<p>By creating an objective list of criteria, ideas\u00a0and agreements can be based on data instead of opinions, emotions, and positions.<\/p>\n<p>When creating win-win solutions, objectivity helps us determine how we can find options to win easily!<\/p>\n<p><strong>Best Alternative to a Negotiated Agreement (BATNA)<\/strong><\/p>\n<p><a rel=\"nofollow noopener\" target=\"_blank\" href=\"https:\/\/www.pon.harvard.edu\/daily\/batna\/translate-your-batna-to-the-current-deal\/\">BATNA<\/a> is the less advantageous outcome you would accept during a negotiation.<\/p>\n<p>This key idea lets you walk away easily from negotiations that would affect your interest in a negative way.<\/p>\n<p>Overall \u201cGetting to Yes\u201d demonstrates that finding alternative solutions where both parties win, makes negotiation easier.<\/p>\n<p>Chris Voss believes negotiation is the process of trying to convince others of your approach to a topic. It\u2019s a communication type that requires a specific outcome and is built on the assumption that humans want to be accepted and understood.<\/p>\n<p>He doesn\u2019t think finding alternatives is always the best outcome of negotiation because you give up ground in areas you may truly care about. Additionally, he doesn\u2019t think that negotiating should be done using reason and logic, since humans are not rational beings.<\/p>\n<p>Let\u2019s dive into some of the main points of the book.<\/p>\n<p><strong>Tactical Empathy<\/strong><\/p>\n<p>By understanding the feelings and mindset of other parties within a negotiation, and truly hearing what\u2019s behind their feelings through active listening, you can create more influence in conversations.<\/p>\n<p>By keeping others in a positive mindset and a safe space, you can find ideas and ways that lead them towards the idea you want. Chris Voss highlights using a calm, positive, casual tone. Even in tense discussions, this tone helps reinforces and maintain a safe environment for negotiation.<\/p>\n<p><strong>Mirroring<\/strong><\/p>\n<p>Repeating what the other person is saying in a curious tone is a way to show that you\u2019re actively listening, and keep the other side speaking.<\/p>\n<p>He recommends repeating the last three words, or critical last word of what someone said, that way you build rapport by appearing like-minded in the conversation. How does this build rapport? When you mirror someone, they will likely continue talking, and by being an active listener, you build rapport.<\/p>\n<p><strong>Labeling<\/strong><\/p>\n<p>Utilize tactical empathy, mirroring, and active listening, to label how others feel. Using statements such as \u201cit seems like\u2026\u201d or \u201cit sounds like\u2026\u201d you can validate your understanding and their feelings. This requires noticing expressions and tones to get a read on how the other person is truly feeling.<\/p>\n<p>By labeling, you show your understanding, and you also reinforce the feelings expressed in the conversation.<\/p>\n<p>If they respond with \u201cthat\u2019s right,\u201d that means you\u2019re hearing them.<\/p>\n<p><strong>Calibrated Questions<\/strong><\/p>\n<p>Use questions as a way to give \u201ccontrol\u201d to the other party. By asking them calibrated questions, you get their help in solving the problem together.<\/p>\n<p>Questions like the following can help you get ideas:<\/p>\n<ul>\n<li>What about this is important to you?<\/li>\n<li>How can I help make this better for us?<\/li>\n<li>How would you like me to proceed?<\/li>\n<li>What is it that brought us into this situation?<\/li>\n<li>How can we solve this problem?<\/li>\n<li>What are we trying to accomplish here?<\/li>\n<li>How am I supposed to do that?<\/li>\n<\/ul>\n<p>Chris Voss\u2019s idea of negotiation is to use discovery by listening and building rapport, validating concerns, and creating a safety net for conversations to flourish.<\/p>\n<p>These conversations lead you to understand and validate the concerns of the other party while building the case for your outcome. Once the other side feels validated and understood, you can steer them towards the reasons why your solution leads to the best outcome.<\/p>\n<p>It should go without saying, but of course, you can change the negotiation outcome based on what you learn, but the key is that you\u2019re able to do so by understanding the other person\u2019s situation and interest.<\/p>\n<p>I found these two books wildly helpful in my career, and I hope that by learning some of the main ideas, I\u2019ve sparked your interest to learn even more!\n                        <\/p><\/div>\n<blockquote><p><strong><span style=\"color: #ff6600;\">If you liked the article, do not forget to share it with your friends. Follow us on\u00a0<span style=\"color: #ff0000;\"><a style=\"color: #ff0000;\" href=\"https:\/\/news.google.com\/publications\/CAAqBwgKMLG0nwswvr63Aw\" target=\"_blank\" rel=\"nofollow noopener noreferrer\">Google News<\/a><\/span>\u00a0too, click on the star and choose us from your favorites.<\/span><\/strong><\/p><\/blockquote>\n<blockquote>\n<p style=\"text-align: center;\">For forums sites go to <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/forum.buradabiliyorum.com\/\" target=\"_blank\" rel=\"noopener\">Forum.BuradaBiliyorum.Com<\/a><\/span><\/strong>\n<\/p><\/blockquote>\n<blockquote>\n<p style=\"text-align: center;\"><strong>If you want to read more like this article, you can visit our <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/en.buradabiliyorum.com\/technology\/\" target=\"_blank\" rel=\"noopener\">Technology category.<\/a><\/span><\/strong><\/p>\n<\/blockquote>\n<p><span style=\"color: black;\"><a style=\"color: #ff9900;\" href=\"https:\/\/thenextweb.com\/news\/good-developers-need-good-negotiation-skills-heres-some-tips\" target=\"_blank\" rel=\"noopener\">Source<\/a><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Good developers need good negotiation skills \u2014 here\u2019s some tips&#8221; This article was originally published on .cult by Kalen McKlevey. .cult is a Berlin-based community platform for developers. We write about all things career-related, make original documentaries, and share heaps of other untold developer stories from around the world. When we think of negotiation, we&#8230;<\/p>\n","protected":false},"author":1,"featured_media":506083,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"fifu_image_url":"https:\/\/img-cdn.tnwcdn.com\/image\/tnw?filter_last=1&fit=1280,640&url=https:\/\/cdn0.tnwcdn.com\/wp-content\/blogs.dir\/1\/files\/2022\/10\/Untitled-design-4.jpg&signature=46ca9a8f105f8f2ca2150ec7feeb8081","fifu_image_alt":"","footnotes":""},"categories":[18],"tags":[],"class_list":["post-506082","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-technology"],"_links":{"self":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/506082","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/comments?post=506082"}],"version-history":[{"count":0,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/506082\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media\/506083"}],"wp:attachment":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media?parent=506082"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/categories?post=506082"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/tags?post=506082"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}