Negotiaton

Negotiaton

1. DEFINITION

   • Negotiating is doing business, that is, trading and haggling. This means that each wants what the other has, but obviously, at the lowest possible price. It also presupposes a satisfaction (getting what you want) and a dissatisfaction (giving what you have) at the same time.
   • Negotiation is a process whereby two or more parties - who have both common and opposing interests - exchange information over a period of time, with a view to reaching agreement on their future relations
   • Negotiation is a process and technique by which two or more parties build an agreement. The parties begin by discussing the subject in which they have interests, which generates among them varied feelings. The motives that attend each negotiator generate in them behaviors that, often, are expressed in verbal proposals. This exchange makes the parties develop an intense desire to control the issue that concerns them.
   • On the other hand, it is only negotiated when each wants to obtain something at the expense of the other, which is a trap: the one that is feared, and in which it is wanted to make the other fall.

2. NEGOTIATION PROCESS

   • Planning your negotiation No amount of preparation is too much in approaching complex or high-stakes negotiations. Plan both your approach to the subject under negotiation, and your tone and communication style.
   • Engaging with the other party during the negotiation •Introduce yourself and articulate the agenda. Demonstrate calm confidence. •Propose - make your first offer. The other party will also make proposals. You should rarely accept their first offer. Evidence suggests that people who take the first proposal are less satisfied and regret their haste. •Check your understanding of the other party´s proposal.
   • Closing the negotiation Take a moment to revisit your objectives for the negotiation. Once you feel you are approaching an outcome that is acceptable to you: •look for closing signals; for example ◦fading counter-arguments ◦tired body language from the other party ◦negotiating positions converging •articulate agreements and concessions already made •make 'closing' statements; for example ◦'That suggestion might work.

3. CHARACTERISTICS OF GREAT NEGOTIATORS

   • empathy
     • is the ability to participate in another’s feelings or ideas, to put yourself in someone else’s shoes. It’s the bedrock of successful communication and a necessary trait for great negotiators. Being empathetic helps you recognize the differences between you and other people, allowing you to maintain your identity as you experience the views and emotions of others.
   • Respect
     • Respect closely follows empathy. In order to respect other people and the limits they set, you must first have respect for yourself and the limits you set.
   • Integrity
     • includes honesty and trustworthiness — qualities necessary for others to trust you in a negotiation. You can hone your integrity by following rules, keeping agreements (without reminders), and being steadfastly honest.
   • Stamina
     • is the ability to keep going when others drop by the wayside. Stamina is an attribute of all great negotiators. After all, you can’t win the game if you don’t have the stamina to keep playing.

4. CULTURAL TYPES

   • Negotiating goal: Contract or relationship?
   • Negotiating attitude: Win-Lose or Win-Win?
   • Communication: Direct or indirect?
   • Sensitivity to time: High or low?
   • Form of agreement: General or specific?

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