Negotiating for Mutual Advantage

Negotiating for Mutual Advantage

1. Types of assertion

   • Basic Assertion
   • Empathetic Assertion
     • Broken Record/instant replay
     • Fogging
     • Applications
   • Negative Feelings Assertion
   • Discrepancy Assertion
   • Consequence Assertion

2. The features of a negotiation

   • People involved
   • Formality
   • Contact
   • Conflict
   • Joint decision-making

3. Persuasion vs negotiation

   • 1. Objectives
   • 2. Flexibility

4. The three-phase negotiation model

   • A) Planning Phase
     • Identify the issues
     • Research
     • Setting objectives
     • Researching the players
     • Using written documents
   • B) Negotiating phase
     • Exploration
     • Bidding
     • Bargaining
     • Settling
   • C) Consolidation phase

5. Assertiveness in a negotiating situation

6. Assertiveness control model

7. Responsiveness

8. Communication style grid

9. Communication style characteristics

   • The amiable
   • The analytical
   • The driver
   • The expressive
   • Strengths and weaknesses of the styles

10. Recognising others’ communication style

11. Communication style and leadership