Negotiation

What is negotiation?

Negotiation is an essential skill for leaders & managers. It is the process of gaining commitment to a course of action. It's hard to get anything accomplished if others don't agree to what the manager is trying to achieve. We negotiate every day with bosses, coworkers, and potential employees, buyers and sellers and others. So everyone needs to learn how to negotiate effectively.

Quality of a good negotiator as follow

1. Develop an effective plan and strategy for any negotiation.

2. Know when and when not to negotiate.

3. Negotiate face-to-face, on the phone, and through e-mail.

4. Learn to become more persuasive.

5. Develop a common negotiating language with the other parties.

6. Use techniques that pull information from the other parties.

7. Read client and employee behaviors styles to maximize closure.

8. Recognize interests and issues and avoid unnecessary positions.

9. Neutralize manipulative tactics.

10. Minimize conflicts and deadlocks both internally and externally.

11. Coordinate negotiations within client organization.

12. Meet business objectives by focusing on planning rather than tactics.

Discuss the sequence of learning experience?

Step 1: Negotiating as a Principal

1. The effect of relationships on negotiating success.

2. Helpful and harmful forms of competition.

3. Alternative allocation mechanisms: Auctions and private sales.

4. The impact of successful negotiation on managerial effectiveness.

Step 2: The Negotiation Process

1. A seven-step model for effective negotiation.

2. The influence of tactics on ongoing relationships.

3. Creating negotiated solutions that are easy to implement.

4. Cultural differences in approach to negotiation.

Step 3: Conflict Resolution

1. How negotiations become deadlocked.

2. The links between issues, meanings, and emotions.

3. A diagnostic model for analyzing deadlocks.

4. Avoiding conflict escalation.

Step 4: Negotiating with Bosses and Subordinates

1. Communicating effectively when negotiating.

2. Dealing with power differences.

3. Negotiation ethics.

Step 5: Strategic Decision-Making as a Negotiation Process

1. Tactics for achieving strategic consensus.

2. Building commitment to a course of action.

3. Effective negotiation within groups.

4. Achieving inclusiveness through coalitions.

Step 6: Industry-Level Negotiations

1. Negotiation between teams.

2. Development of trust and rapport.

3. Avoiding destructive competition.

4. The negotiator's role within the company.