Negotiating for Mutual Advantage

Negotiating for Mutual Advantage

1. Aims

   • define negotiation
   • explain the three-phase negotiating model: planning phase, negotiating phase, consolidation phase.
   • establish your own assertiveness and ability in a negotiating situation

2. Objectives

   • identify negotiating occasions
   • set negotiation objectives
   • research the background to a negotiation
   • select and use trading currencies
   • present bids and offers
   • bargain and settle
   • consolidate agreements
   • manage the stress and strains of negotiations
   • recognise your own assertiveness and ability in a negotiating situation

3. Defining negotiation

   • A negotiation = two or more people/parties coming together to reach an agreement
   • The agreement should be for mutual benefit

4. Importance of negotiations

   • Why do we need to negotiate?

5. The need to be assertive

   • Assertiveness skills
   • How to be an effective communicator
   • Why be assertive?
     • Aggressive
       • talk too loudly
       • say too much
       • generally overreact with the situation
     • Passive
       • stay silent
       • hold back on what you really want to say
       • hold back on what you really want to do.

6. Rights and Beliefs

   • Where do general rights come from?
     • Laws of the land and employment
     • Political system (democracy)
     • Your own experience
   • General Rights in assertiveness
   • Job rights
   • Rights and beliefs in aggression and non-assertion
     • Aggressive behaviour
     • Non-assertive (passive) behaviour

7. Rights and responsibilities