It is a pleasure to work for the fifth consecutive year with UPCNet and ThinkUPC in our workshop “Negotiation, Assertiveness and Influence”, in collaboration with the Barcelona Chamber of Commerce.
A team of 15 people ready to enjoy, share, learn, enrich and collaborate.
On this occasion, one of the dynamics that most caught the attention of the participants was Internal Negotiation:
How do I negotiate with the people I interact with daily at work, whether in person or virtually? How do I defend my opinions respectfully? How do I influence without imposing my will?
In any organization, interdepartmental negotiation is key to moving forward in a aligned manner.
One of the biggest challenges is to avoid falling into individual interests and to put the corporate objective at the center.
When this is achieved, decisions are more robust, sustainable, and generate real impact.
How do we develop negotiation skills to achieve this?
1️⃣ 🧠 Prior preparation: Using the planning sheet allows you to structure the negotiation, define clear objectives, identify limits, and anticipate possible scenarios. Arriving prepared reduces improvisation and increases the likelihood of reaching agreements aligned with the overall goal.
2️⃣ 🎭 Negotiation styles: Understanding how people negotiate, according to Thomas-Kilmann, helps us adapt better to each other. Prioritizing a win-win approach facilitates agreements where all parties feel valued.
3️⃣ 🤝 Climate of trust: When negotiating with colleagues, it is essential to create a close and safe environment. This fosters openness, reduces tension, and promotes collaborative solutions.
4️⃣ 💬 Respectful influence: sharing our needs and points of view with respect, without imposing, allows us to build stronger and more lasting agreements.
5️⃣ ⚖️ Balance in concessions: knowing when to give in and how to ask for something in return is key to maintaining the balance of power and avoiding unbalanced relationships.
6️⃣ 📜 Commitment and ethics: respecting agreements reached strengthens trust, credibility and long-term teamwork.
Prioritizing the overall goal does not mean neglecting one's own interests or losing influence.
It means understanding that the true value of internal negotiation lies in building solutions that benefit the entire organization.
It's a change of mindset: moving from "I win / you lose" to "how do we make this work better for everyone?".
When we focus on shared outcomes, decisions become more coherent, sustainable, and aligned with the overall strategy. And, moreover, we strengthen something crucial: trust between teams.
Because we mustn't forget that, unlike other negotiations, this one doesn't end with a signed agreement. The next day, we continue working together, collaborating, making decisions, and facing new challenges. That's why the way we negotiate is just as important as the outcome we achieve. Every conversation leaves its mark on the relationship.
