Negotiations are a crucial aspect of personal and professional
life. From salary discussions to resolving conflicts, effective negotiation
skills can significantly impact the outcomes of various situations. One simple
yet powerful approach to enhancing negotiation abilities is understanding and
leveraging the concept of locus of control.
This blog post will explore the concept, distinguish between internal and external locus of control, and illustrate how harnessing your locus of control can improve your negotiation skills.
Locus of control is a psychological concept that refers to an individual's beliefs about the extent to which they can influence events and outcomes in their life. Developed by psychologist Julian Rotter in the 1950s, this concept suggests that individuals with an internal locus of control perceive that they have control over their lives and that their actions are meaningful. Conversely, those with an external locus of control believe that external forces, such as luck or fate, determine their life's outcomes.
Internal Locus of Control
Individuals with an internal locus of the control display the following characteristics:
1. Focus on well-being: They prioritise their physical, emotional, and mental well-being, understanding that personal growth is essential for success.
2. Belief in self-determination: These individuals trust their abilities to shape their life's course and achieve their goals.
3. Independence and goal-driven: They tend to be self-reliant and set realistic goals, taking charge of their journey towards success.
4. Accountability: When setbacks occur, they take responsibility for their actions and learn from their mistakes instead of placing blame elsewhere.
Example: In a salary negotiation, a person with an internal locus of control might research industry standards and prepare evidence of their accomplishments to present a strong case for their desired salary.
External Locus of Control
On the other hand, individuals with an external locus of control exhibit these traits:
1. Powerlessness in the face of stress or illness: They may feel overwhelmed by challenging circumstances and unable to influence their own well-being.
2. Hesitation in forming or fixing relationships: They may avoid forming new relationships or addressing issues in existing ones, fearing that external factors will dictate the outcome.
3. Belief in luck, chance, or destiny: They attribute their life's events to external forces rather than actions or decisions.
4. Pessimism and quick to give up: When faced with setbacks, they may become disheartened and abandon their goals, believing they have little control over the outcome.
Example: In a salary negotiation, a person with an external locus of control might avoid asking for a raise, believing their employer's decision will be based on factors beyond their control.
Harnessing Locus of Control for Successful Negotiations
An internal locus of control can be a valuable asset in negotiations. Concentrating on the aspects you can control, such as thorough preparation and clear communication, increases your chances of reaching your desired outcome. By adopting this mindset, you can confidently approach negotiations, knowing that your actions can influence the outcome.
To harness the power of your locus of control in negotiations, consider the following tips:
1. Reflect on your locus of control: Recognise your default tendencies and identify areas where you can shift towards a more internal locus of control.
2. Prepare thoroughly: Research, gather relevant information, and practice your negotiation skills to increase your confidence and control over the process.
3. Set realistic goals: Establish achievable objectives for the negotiation, enabling you to focus on what you can influence.
4. Maintain a positive attitude: Embrace setbacks as learning opportunities and remain optimistic about your ability to shape the outcome.
5. Be flexible and adaptive: Adjust your strategies and tactics as needed, demonstrating that you actively participate in the negotiation process rather than being a passive bystander.
6. Develop practical communication skills: Cultivate active listening, empathy, and assertiveness to better understand the other party's perspective and express your own needs and concerns.
7. Seek common ground: Identify shared interests or goals that can serve as a foundation for building trust and reaching mutually beneficial agreements.
8. Take responsibility for your actions: Acknowledge your role in the negotiation process and be willing to learn from your mistakes, which will ultimately help you grow as a negotiator.
9. Practice patience and persistence: Understand that negotiations may take time and involve multiple rounds of discussions. Maintain your composure and stay committed to reaching a resolution that benefits both parties.
10. Continuously evaluate and adjust your locus of control: Regularly assess your beliefs and assumptions about control, adjusting them as needed to support a more internal locus of control, which will enable you to navigate negotiations more effectively.
Understanding and embracing the concept of locus of control can significantly impact your negotiation skills. By shifting towards an internal locus of control, you can empower yourself to take charge of your life and actively participate in shaping its outcomes. This mindset, combined with thorough preparation, effective communication, and flexibility, can significantly enhance your ability to navigate negotiations successfully. Remember, you have more power than you might realise, and harnessing that power can lead to more fruitful negotiations and greater overall success in both your personal and professional life.
Creo Incubator's negotiation course provides a comprehensive curriculum that empowers learners to harness their locus of control and understand essential concepts like BATNA, ZOPA, loss aversion, risk aversion, and explicit and implicit confidence. With practical exercises and real-world examples, this course equips students with the knowledge and skills to navigate negotiations more effectively, leading to more successful personal and professional outcomes.