A knowledge of negotiation will bring you your greatest rewards. Therefore, review these 6 important elements
in the negotiating process.
- Understand that negotiation is a process. It's a changing process and the master negotiator must always be
alert to changes. Remember that negotiation occurs whenever two people meet with the intention of changing
their relationship.
- Take advantage of the fact that during a negotiating process, you will receive feedback (changes in the process)
and be able to deal with it and move forward. You can and will make your future happen.
- Recognize the fact that negotiation is a cooperative process, and you can bring about more permanent results
when everyone cooperates to achieve those results. This can be accomplished by understanding the difference
among win-or-lose, win-and-win, and Everybody Wins®. In Everybody
Wins®, you take into account the conclusion that will allow more
permanent results.
- Prepare alternatives. Alternative creative thinking is always available and improves negotiation
performance.
- Know yourself and others. Understanding conceptions and misconceptions of human nature are essential skills.
Avoid rigid, commonly accepted views of other cultures, societies, or individuals.
- Prepare for the negotiation.
- Work to understand the mutuality of the subject matter.
- Know the objectives.
- Know the issues.
- Know the positions.
- Develop the team; understand its composition and individual requirements.
- Select a site for the negotiation carefully. It can help create the type of climate you need. The site
should be determined after reviewing all considerations involved in the negotiation.
- Review, wherever possible, the previous negotiating results involving the parties.
- Prepare your choices of openings and closings. Be certain you have your closing position in which you ask
for what you want, need, or desire.
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