Unlocking the Power of Negotiation in Manufacturing

On the manufacturing floor, you have dozens of everyday opportunities for negotiation, from talking with a team member about an upcoming pay raise to trying to get a better deal from a supplier. In your everyday negotiations, what can you do to say less, get more, and make effective changes?

You need to master the art of negotiation!

How to Grow Your Skills and Unlock the Power of Negotiation

1. The Power of Curiosity and Questions
Negotiation isn’t just about getting your own way. It’s also about changing the thinking of the person you’re negotiation with. To do this, stay curious. Think about the other person’s perspective and what they’re hoping to get out of the conversation. Ask curious questions and engaged in deeper conversations, so you can get a stronger idea of the other person’s perspective.

By staying curious and learning more about the other person’s perspective, you set yourself up from stronger negotiations. By making the other person feel acknowledged and respected, you also set the stage for a conversation where they can constructively engage.

2. Find Common Ground
In manufacturing settings, where operations are often emotional and stressful, it’s important to search for common ground. When you can align interests and find common ground, both sides can share their points and achieve their goals more effectively. This allows you to find solutions that benefit all parties involved, not just one person.

To create more productive negotiations, use phrases like “if you... then I ...” to start conversations that lead to better results.

3. Know When to Pause
Silence also plays a key role in negotiation! While negotiation might seem like it’s all about sharing your position and getting your way, over-talking or oversharing can actually harm your negotiations. If you speak over the other person or don’t offer space for them to share their own thoughts, it encourage trust or collaboration.

Instead of talking, be aware of the power of a pause. Allow space for the other person to provide information or share their perspective, and remember to ask questions and dig deeper to find the best solutions.

Bonus Resources on Negotiation

If you’re ready to learn more about negotiation, check out Say Less Get More: Unconventional Negotiation Techniques to Get What You Want by Fotini Iconomopoulos. In this book, Fotini offers the lessons you need to adjust your negotiation process, understand other perspectives, and confidently get what you want in life and business—all while fostering better relationships and networks. To learn more, check out my book report here.

Learn More on the Podcast

Fotini was also a recent guest on the Mindfulness Manufacturing podcast, where she shared more great lessons and insights. Listen to her episode here!

Mindfulness Manufacturing

Our show is about providing listeners with real stories that come from a place of experience, transparency, and authenticity. Most importantly it’s about what we learn from these stories and applying Mindfulness in our everyday work and personal lives.
Our intention is to create an environment where people can learn through open honest discussions on how we apply Mindfulness. Although our experiences and stories come from time in a manufacturing environment hence the title “Mindfulness Manufacturing”, we still see our discussions and topics relatable to any organization or profession.

In manufacturing, many leaders try to use the same tools to address different problems. But just like a hammer won’t work for all projects around your house, your routine leadership approach might not work for all your team members. This means you need to go “beyond the hammer” and find ways to have deeper interactions with your team.

The hammer analogy comes from Beyond the Hammer: A Fresh Approach to Leadership, Culture, and Building High Performance Teams by Brian Gottleib. In this episode, Brian shares more about the lessons and insights in Beyond the Hammer, plus offers actionable insights manufacturing leaders can use to grow their relationships, create deeper connections, and improve culture in their organizations, from the top to the shop floor.

1:18 – Beyond the Hammer is an approachable, actionable book which uses a parable format to make a positive impact on leaders 2:38 – A leader’s mood and presence directly shapes their team’s culture and performance 3:34 – As a leader, be aware of the tone you’re getting for the rest of your team 6:24 – The ceiling of a business is limited by the ceiling of the people 8:56 – For true growth to occur, you need to focus on relationships and understanding how each team member’s work connects to a larger goal 12:10 – Be honest about your priorities and save time for self-growth and reflection 17:13 – To form relationships, your one-on-one conversations need to be deep and intentional 18:33 – Make your employees feel valued and they’ll be less likely to leave your organization 22:14 – While performance can be copied, culture cannot 24:05 – When teams believe in themselves and each other, it creates a stronger and more positive culture

Connect with Brian Gottleib Visit his website Connect on LinkedIn Buy Beyond the Hammer – Brian recommends checking out the audiobook for a more personal connection Read my book report on Beyond the Hammer