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Second Part NEGOTIATION

This document discusses principles of effective negotiation. It emphasizes that negotiation is a process, not an event, and requires advance planning. Successful negotiations are win-win, where both parties feel their objectives and needs were considered fairly. Key factors for success include developing trust and rapport, active listening, understanding interests and priorities, making concessions incrementally, and structuring agreements that feel legitimate to all parties. The goal is for both sides to accomplish important goals and want to work together again in the future.

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Cristian Cucos Cucos
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166 views13 pages

Second Part NEGOTIATION

This document discusses principles of effective negotiation. It emphasizes that negotiation is a process, not an event, and requires advance planning. Successful negotiations are win-win, where both parties feel their objectives and needs were considered fairly. Key factors for success include developing trust and rapport, active listening, understanding interests and priorities, making concessions incrementally, and structuring agreements that feel legitimate to all parties. The goal is for both sides to accomplish important goals and want to work together again in the future.

Uploaded by

Cristian Cucos Cucos
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Negotiation

• You Negotiate Everyday – Anytime You Want Something


From Someone And Anytime Someone Wants Something
From You, You Are Negotiating.

• Negotiation Is Not An Event But A Process – Advance


Planning Is Therefore A Must

• In A Successful Negotiation, Everyone Wins

• Negotiation Is The Process Of Using Power And


Information To Affect Behaviour Within A Web Of
Tension
PRINCIPLES
• Personalized Transactions Have A Greater Chance To
Succeed

• It Helps To Develop A Good Relationship With The


Other Party Before You Negotiate

• Do Not Assume. Make The Other Party Talk About Itself,


Its Underlying Feelings, Its Organisation
§ Give Information Slowly And Cautiously. The Worst
Mistake You Can Make Is To Reveal Your Real Price
Limit, Your Deadline Or The Full Seriousness Of Your
Situation

§ If You Concede Something Be Sure You Get Something


In Return. Concessions Come In Different Forms And
Sizes
§ If The Other Party Has Done Its Share Of Making
Concessions, Give It Some, So It Can Save Face

§ Move Towards Your Objective(s) Slowly, Making


Concessions One At A Time

§ If You Need To Consult On Concessions, Please Do So


Thesis in progress Anca Clipa

Subjective Value for Romanian Negotiators: Factors that


Influence the Willingness to Interact in Future Business
Negotiations (Employment Contracts Negotiations in IT)

WILLIGNESS To Interact In Future Business Negotiation


1.own outcome 2.the balance between
your outcome and your counterpart 3.you
feel like you forfeited or “lost” in this
.
TRUST Interpersonal negotiation 4.the terms of your
&Employer Trust agreement are consistent with principles
of legitimacy /criteria
1.“lose face” (pride) 2.make you +/-
ACTIVE EMPATHIC LISTENING competent as a negotiator 3.own
(Processing, principles4.positively impact your self-
Sensing,Responding) image or your impression of yourself
Responding)
1.counterpart(s) listened 2.neg. process as
EMPLOYER BRAND fair 3. the ease (or difficulty) of reaching
(Tasks,Team,Job an agreement 4.counterpart(s) consider
Security, Internatonality, your wishes/opinions/needs
Reputation, Benefits, 1.“overall” impression -counterpart(s) make on
Development, Work- you 2. how satisfied are you with your
Life-balance, relationship a result of this negotiation 3. the
negotiation make you trust 4.a good foundation
Benevolence) for a future relationship
§ Team Members Gain New Importance In The Case Of A
Deadlock When It May Be Necessary To Substitute
Negotiators

§ You Are At An Advantage If You Take Notes During The


Negotiation And Write Up The Agreement

§ The Document Should Be Written As If It May


Ultimately Be Read In Court
§ Develop A Strategy

§ Be Prepared To Make Concessions, Bearing In Mind Cost


And Benefit Of Each

§ Determine Tactics

§ Specific Manouevres To Be Used At Negotiation Table

Determine The Time Frame


THE ACTUAL NEGOTIATION
INFORMATION
§ The More Knowledge One Side Is Able To Get About The
Other, The Better Chance There Is For Victory

§ Be an ACTIVE LISTENER

§ Choose A Neutral Place For Preliminary Information

§ Look Out For Verbal And Non Verbal Cues

§ Test The Validity Of Information


TIME
§ Eighty Percent Of Concessions Will Be Made In The The
Last Twenty Percent Of The Time Available (80/20 Rule)

§ Time Pressure Is One Of The Strongest Forces In Getting


Concessions In Negotiation

§ In Negotiation Time Is Money


8. COMMUNICATION

LISTENING – THE KEY


Body Language
§ Avoid Negotiating Over The Phone
§ Be Careful With Anything Other Than A
Straight Handshake
§ If You Are Negotiating With Two Other
People Make An Effort Not To Be Seated
Between Them
§ It Is Better To Disperse The Negotiation If
You Are Outnumbered
HOW BOTH SIDES CAN WIN
§ BOTH PARTIES SHOULD ACCOMPLISH SOMETHING
IMPORTANT
§ BOTH SIDES HAVE CARED ABOUT EACH OTHER’S
OBJECTIVES
§ BOTH SIDES FEEL NEGOTIATIONS WERE
CONDUCTED FAIRLY
§ BOTH SIDES FEEL THEY WOULD LIKE TO DO
BUSINESS TOGETHER AGAIN
§ EACH PARTY FEELS THE OTHER IS DETERMINED
TO KEEP TO THE CONTRACT

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