Negotiation

Negotiation

1. Characteristics of negotiaton

   • Conflict between 2 or more parties
   • Absence of rules to resolve conflict
   • both parties want to resolve

2. Process

   • Preparation
     • Information gathering
   • Opening
     • both parties present case
   • Bargaining
     • bridge gap using rational debate
   • Closing
     • agreement reached and formally agreed

3. Negotiation Strategy

   • Set objectives
   • Gather information
   • Identify areas of potential conflict
   • Identify areas of movement
   • Formulate strategy
     • Ideal outcome?
     • Realistic outcome?
     • Fall-back position

4. Successful negotiatiors

   • avoid confrontation
   • consider wide range of options
   • hold back counter proposals
   • summarise on behalf of all
   • calming verbal techniques
   • simple, single arguments

5. Communication

   • Sender
     • Noise
       • Jargon
       • Pressure
       • Prejudice
       • Stress
   • Receiver
   • Non-Verbal
     • Posture
     • Expressions
     • Eye Contact
     • Movement
     • Silence