Negotiation Class

Ne·go·ti·ation

"Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument."

Negotiation

In any negotiation, the following three elements should always be taken into account:

6. Implementing a Course of Action

From the agreement, a course of action has to be implemented, to carry through the decision

Can be achieved:

1- Understanding of both sides’ viewpoints

2- Interests have been considered

3- It is essential to keep an open mind in order to achieve a solution

Any agreement needs to be made perfectly clear

Before any negotiation takes place, a decision needs to be taken as:

1- who the client is

2- what is owned

3- ask them to pay

4- use time to find a solution

Stages of Negotiation

where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration

However it may not always be possible but through negotiation it should be the ultimate goal

2. Discussion

3. Clarifying Goals

During this stage, individuals or members of each side put forward the case as they see it, that is their understanding of the situation

Key skills during this stage are questioning, listening and clarifying

From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified

The Principle of Negotiation

Stages of Negotiation

• Separate the problem from the people
• Use process of negotiation
• Know Different types of negotiation
• Key points for successful negotiation
• Effective communication
• Invent options for mutual gain

Elements

The process of negotiation includes the following stages:

1. Preparation

2. Discussion

3. Clarification of goals

4. Negotiation towards a WIN-WIN situation

5. Agreement

6. Implementation of a course of action

• Time-to-time, conflict and disagreement will arise
• Without Negotiation, such conflicts may lead to argument resulting in one or all of the parties feeling dissatisfied
• The point of negotiation is to try to reach agreements without causing future barriers to communications

Interpersonal Skills

Knowledge

Attitudes

• Negotiation is not an arena for the realization of individual achievements
• Certain features of negotiation may influence a person’s behavior, for example some people may become defensive

• Verbal Communication

• Listening

• Reflecting, Clarifying and Summarizing

• Problem Solving

• Decision Making

• Stress Management

More knowledge you possess of the issues in question, the greater your participation in the process of negotiation. In other words, good preparation is essential

Now lets role play

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https://online.testroom.com/74143NAS

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