NEGOTIATION
What is Negotiation? ` Negotiation is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. The essential qualities of negotiation are: the existence of two parties who share an important objective but have some significant difference(s). What is Negotiation? ` ` ` The purpose of the negotiating conference is to seek a compromise over the difference(s). The outcome of the negotiating conference may be a compromise satisfactory to both sides, A standoff (failure to reach a satisfactory compromise) or a standoff with an agreement to try again at a later time. Negotiation differs from "influencing" and "group decision making."
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Approaches to Negotiation ` Given the above definition, negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce and parenting.
Advocacy Approach ` In the advocacy approach, a skilled negotiator usually serves as advocate for one party to the negotiation and attempts to obtain the most favorable outcomes possible for that party. the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts their demands accordingly.
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Win-Lose Negotiation ` Traditional negotiating is sometimes called win-lose because of the assumption of a fixed "pie", that one person's gain results in another person's loss.
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If multiple issues are discussed, differences in the parties' preferences make win-win negotiation possible. For example, in a labor negotiation, the union might prefer job security over wage gains. If the employers have opposite preferences, a trade is possible that is beneficial to both parties.
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Win-Win Negotiation ` agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements. all parties benefit from the negotiation process which also produces more successful outcomes than the adversarial winner takes all approach.
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Negotiation Process (1) ` Phase 1: Before the Negotiation Step 1: Preparing and Planning: x first determine what you must have and what you are willing to give (bargaining chips). Gather facts about the other party, learn about the other party s negotiating style and anticipate other side's position and prioritize issues. Estimate the other party's needs, bargaining chips.
x
x
Negotiation Process (2) ` Phase 2: During the Negotiation Step 2: Setting the Tone: Step 3: Exploring Underlying Needs: x Also important is to actively listen for facts and reasons behind other party s position and explore underlying needs of the other party. If conflict exists, try to develop creative alternatives. In a difficult situation, don't say anything. Take time out. When we say nothing we give nothing away.
x x x
Negotiation Process (3) Step 4: Selecting, Refining, and Crafting an Agreement:
x
It is a step in which both parties present the starting proposal. They should listen for new ideas, think creatively to handle conflict and gain power and create cooperative environment.
Step 5: Reviewing and Recapping the Agreement: x This is the step in which both parties formalize agreement in a written contract or letter of intent.
Negotiation Process (4) ` Phase 3: After the Negotiation Step 6: Reviewing the Negotiation: x Reviewing the negotiation helps one to learn the lessons on how to achieve a better outcome. Therefore, one should take the time to review each element and ask oneself, "what went well?" and "what could be improved next time"
Characteristics of Effective Negotiators ` ` ` ` ` ` Having a vision of what is to be achieved Confidence Ability to disagree when necessary Ability to move on when things are not working out as desired Communication and persuasion skills Empathy
Continued-------` ` ` ` ` ` Empathy Open mindedness Persistence Tolerance of criticism Tolerance of risk Ability to be a team player
Skills for Poor Negotiators ` Acknowledge the position of the other party
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Use active listening techniques Adopt effective questioning techniques Accurately interpret nonverbal communication Use collaborative communications Think creatively to find win-win conflict resolution strategies in lieu of more common competitive or win-lose tactics.
doc_603804827.docx
What is Negotiation? ` Negotiation is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. The essential qualities of negotiation are: the existence of two parties who share an important objective but have some significant difference(s). What is Negotiation? ` ` ` The purpose of the negotiating conference is to seek a compromise over the difference(s). The outcome of the negotiating conference may be a compromise satisfactory to both sides, A standoff (failure to reach a satisfactory compromise) or a standoff with an agreement to try again at a later time. Negotiation differs from "influencing" and "group decision making."
`
`
Approaches to Negotiation ` Given the above definition, negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce and parenting.
Advocacy Approach ` In the advocacy approach, a skilled negotiator usually serves as advocate for one party to the negotiation and attempts to obtain the most favorable outcomes possible for that party. the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts their demands accordingly.
`
Win-Lose Negotiation ` Traditional negotiating is sometimes called win-lose because of the assumption of a fixed "pie", that one person's gain results in another person's loss.
`
If multiple issues are discussed, differences in the parties' preferences make win-win negotiation possible. For example, in a labor negotiation, the union might prefer job security over wage gains. If the employers have opposite preferences, a trade is possible that is beneficial to both parties.
`
Win-Win Negotiation ` agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements. all parties benefit from the negotiation process which also produces more successful outcomes than the adversarial winner takes all approach.
`
Negotiation Process (1) ` Phase 1: Before the Negotiation Step 1: Preparing and Planning: x first determine what you must have and what you are willing to give (bargaining chips). Gather facts about the other party, learn about the other party s negotiating style and anticipate other side's position and prioritize issues. Estimate the other party's needs, bargaining chips.
x
x
Negotiation Process (2) ` Phase 2: During the Negotiation Step 2: Setting the Tone: Step 3: Exploring Underlying Needs: x Also important is to actively listen for facts and reasons behind other party s position and explore underlying needs of the other party. If conflict exists, try to develop creative alternatives. In a difficult situation, don't say anything. Take time out. When we say nothing we give nothing away.
x x x
Negotiation Process (3) Step 4: Selecting, Refining, and Crafting an Agreement:
x
It is a step in which both parties present the starting proposal. They should listen for new ideas, think creatively to handle conflict and gain power and create cooperative environment.
Step 5: Reviewing and Recapping the Agreement: x This is the step in which both parties formalize agreement in a written contract or letter of intent.
Negotiation Process (4) ` Phase 3: After the Negotiation Step 6: Reviewing the Negotiation: x Reviewing the negotiation helps one to learn the lessons on how to achieve a better outcome. Therefore, one should take the time to review each element and ask oneself, "what went well?" and "what could be improved next time"
Characteristics of Effective Negotiators ` ` ` ` ` ` Having a vision of what is to be achieved Confidence Ability to disagree when necessary Ability to move on when things are not working out as desired Communication and persuasion skills Empathy
Continued-------` ` ` ` ` ` Empathy Open mindedness Persistence Tolerance of criticism Tolerance of risk Ability to be a team player
Skills for Poor Negotiators ` Acknowledge the position of the other party
` ` ` ` `
Use active listening techniques Adopt effective questioning techniques Accurately interpret nonverbal communication Use collaborative communications Think creatively to find win-win conflict resolution strategies in lieu of more common competitive or win-lose tactics.
doc_603804827.docx