1- Identify guidelines you should follow during the negotiation;
To have an effective negotiation we should follow some basic strategies:
Separate the people from the problem Focus on interests, not positions Create options, Insist on standards
2- Identify steps of the negotiation process;
Recommended steps in negotiating a conflict:
Confront the opposition. Define the conflict mutually. Communicate feelings and positions. Communicate cooperative intentions. Take the other person's perspective. Coordinate the motivation to negotiate. Reach an agreement that is satisfactory to both sides
3- Apply guidelines that will enable you to facilitate effective communication during the negotiation;
It is important to build rapport during a negotiation.
To have an effective communication during the negotiation, we should remember a few key items:
Keep a 'YOU' focus-Most humans love to talk about themselves. Listen well and ask relevant questions. Speak the same language as the other person. Use person's name during the conversation (at least 3-4 times). Use words like 'we', 'our', 'us'.
Other useful suggestions for effective communication during the negotiation process are: offer options and explain them clearly, clarify expectations and offer them time frames.
Body language and non-verbal communication has an effect in the communication process as well.
4- Identify the types of questions you should ask during the negotiation;
These are questions starting with:
What, Where, When, How; Or, Help me understand; Explain to me; Describe to me.
For example, Can you give me the details of your organization structure? Randall, during the negotiation process, asked "How do you put a value on a company like this?"
5- Identify characteristics of the negotiation styles;
Probing is the skill of questioning to obtain information.
Successful negotiators tailor their approach to the behavioral style and needs of their counterparts.
Being able to identify a counterpart's preferred style and adapt your own style accordingly can be incredibly helpful in building productive relationships.
Negotiators who use the Amiable style have a strong need to feel recognized and valued in the negotiating partnership.
Another style that we may encounter when negotiating is the Driver. Drivers have a strong concern for outcomes and when ruthlessly pursuing their goal, may become shark like. Drivers are self-confident, assertive, and when feeling cornered, may become aggressive in their tactics.
Analytical negotiators have a strong need for facts and details, and won't move forward unless they have had the opportunity to carefully analyze all available data.
Blends negotiators are people who have no clear preference for one style, but use a combination of styles. Blends are personable, social and often have a sense of humor
6- Apply the guidelines you should follow when this negotiation becomes challenging.
A range of nonverbal clues may serve as red flags during a negotiation.
When dealing with difficult negotiations, it is important to screen our behavior:
Say and do as little as possible Direct action to alter impressions Present facts that enhance one's position
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