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Negotiation
Stages of Negotiation

Alternative Dispute Resolution
Arbitration
Barriers to negotiations
Bad faith negotiation
Clarification of goals
Discussion
Emotion in negotiation
Implementation of a course of action
Mediation
Negotiations and Conflict Management
Negotiate towards a Win-Win outcome
Nonverbal communication in negotiation
Prepare
Probe
Propose
Team negotiations
Types of negotiators

What is Negotiation?
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process.

Negotiation can take a wide variety of forms, from a trained negotiator acting on behalf of a particular organization or position in a formal setting, to an informal negotiation between friends. Negotiation can be contrasted with mediation, where a neutral third party listens to each side's arguments and attempts to help craft an agreement between the parties. It can also be compared with arbitration, which resembles a legal proceeding. In arbitration, both sides make an argument as to the merits of their case and the arbitrator decides the outcome. This negotiation is also sometimes called positional or hard-bargaining negotiation.

Barriers to negotiations

Die hard bargainers.
Lack of trust.
Informational vacuums and negotiator's dilemma.
Structural impediments.
Spoilers.
Cultural and gender differences.
Communication problems.
The power of dialogue.

Expressions heard in negotiating sessions

Can you give brief introduction about yourself?
I have some questions.
Can you answer these questions?
What are you trying to do?
What are you trying to accomplish?
Why didn't I get a response from you?
Please answer these questions.
Can you enhance my income? How?
What did you understand?
Would you like to engage in a partnership?
What should the terms and conditions of the partnership be?
I'm willing to hear you out.
I'm more than willing to meet you halfway.
We're ready to deal.
What do you like what don't you like?
We're willing to strike a bargain.
We're willing to compromise.
We'd like to offer a compromise.
Can you give brief overview what resources do we have?
What's the bottom line?
Let me rephrase that.
I expect to see some results soon.

Winning at negotiations may be simpler than you think. But first, give up the idea that you must come out the winner. go for a win-win situation.
Prepare
Probe
Propose
Entrepreneurs, he claims, often have trouble with the preparation and probing, simply because they talk too much and don’t listen.

“Get all you can, but also try to accommodate the other side’s needs.”

Negotiating is one of the most important skills entrepreneurs can have. Use these tips to sharpen your negotiating aptitude: First, know what you want. Establish a goal and consider what it will take for your to achieve it. Then know what the other party needs.

Listen emphatically. What you hear is just as important as what you say.
Remember that the other side is not the enemy. They are your ally and should be treated as such.
Be patient. The negotiating process takes time; like that legendary _______, slow and steady wins the race.
Finally, be flexible.
Does that sound fair to you?
Who does have the authority to approve this agreement?
Can you put these commitments in writing?

Does he understand English?
Does he know what his duties and responsibilities are?
How did he get these duties and responsibilities?
What was the whole process involved in the appointment?
Does he have the skills and knowledge?
Do you have the skills and knowledge to fulfill these duties and responsibilities?
Does he have the skills and knowledge to fulfill these duties and responsibilities?
Does he know the consequences once he crosses his set boundaries of duties and responsibilities?

You are still a little new to all this.
You haven't had much experience (in this line of work).

Explaining why you are not going to do something

It's not my responsibility.
It's not my job.
It's not in my job description.

That item is not negotiable.
What can go wrong?
Do you expect me to believe that?
How much are you asking?
How does the company figure that?

What do they want?
What are the goals of the consultation?
How do we make the consultation happen?
Who should they meet with?
So, if there is a ‘deal’ in the making, what are its contours?
More importantly, what are the motivating factors to bury the hatchet and become friends and allies?
And, should this be considered a temporary arrangement, or does it mark the beginning of an entirely new and permanent alignment in ---- politics?
More so, is there going to be a guarantor to underwrite pledges made by the two sides under such a ‘deal’?

I would like to know more about you.
I would like to know more about your products and services.
What do you do?
How do you do it?
Why didn't I get a response from you?
Can you answer these questions?
Please answer these questions.
What time will it be?
Can you specify precisely what you need?
What is the background of this problem?
What is the background of these claims?
Can you tell me a bit about the purpose of the document?
What is the intended audience?
This isn't the first time I have contacted you about this issue.
Where are they located?
Does he understand English?
Isn't it mandatory for all curriculums to come under review and upgrade?
Does he know what his duties and responsibilities are?
How did he get these duties and responsibilities?
What was the whole process involved in the appointment?
Does he have the skills and knowledge?
Do you have the skills and knowledge to fulfill these duties and responsibilities?
Does he have the skills and knowledge to fulfill these duties and responsibilities?
Does he know the consequences once he crosses his set boundaries of duties and responsibilities?
What are you trying to do?
What are you trying to prove?
What are you trying to accomplish?
Do you understand the claims?
Is this my responsibility to make you understand?
What did you understand?

What's the bottom line?
Let me rephrase that.
I expect to see some results soon.

Winning at negotiations may be simpler than you think. But first, give up the idea that you must come out the winner. go for a win-win situation.
Prepare
Probe
Propose
Entrepreneurs, he claims, often have trouble with the preparation and probing, simply because they talk too much and don’t listen.

“Get all you can, but also try to accommodate the other side’s needs.”

Negotiating is one of the most important skills entrepreneurs can have. Use these tips to sharpen your negotiating aptitude: First, know what you want. Establish a goal and consider what it will take for your to achieve it. Then know what the other party needs.

Listen emphatically. What you hear is just as important as what you say.
Remember that the other side is not the enemy. They are your ally and should be treated as such.
Be patient. The negotiating process takes time; like that legendary _______, slow and steady wins the race.
Finally, be flexible.
Does that sound fair to you?
Who does have the authority to approve this agreement?
Can you put these commitments in writing?

Winning at negotiations may be simpler than you think. But first, give up the idea that you must come out the winner. go for a win-win situation.
Prepare
Probe
Propose
Entrepreneurs, he claims, often have trouble with the preparation and probing, simply because they talk too much and don’t listen.

“Get all you can, but also try to accommodate the other side’s needs.”

Negotiating is one of the most important skills entrepreneurs can have. Use these tips to sharpen your negotiating aptitude: First, know what you want. Establish a goal and consider what it will take for your to achieve it. Then know what the other party needs. Remember: it takes two to tango, so ask open-ended questions to gather information.

Listen emphatically. What you hear is just as important as what you say.
Remember that the other side is not the enemy. They are your ally and should be treated as such.
Be patient. The negotiating process takes time; like that legendary tortoise, slow and steady wins the race.
Finally, be flexible.
Does that sound fair to you?
Who does have the authority to approve this agreement?
Can you put these commitments in writing?

Can you give brief introduction about yourself?
What is your name?
What is your real, birth name?
Where and when were you born?
Where did you go to college?
Where did you go to high school?
What is a good character?

Effective Meetings

1. Test the importance and ask if the meeting is really necessary.
2. Prepare goals before the meeting begins.
3. Challenge each goal. Save tasks that require a team effort.
4. Prepare an agenda.
5. Inform others and send the agenda for participants to look over and arrive prepared.
6. Assume control: address the most important issue and don't get distracted with minor details.
7. Focus on the issue: don't get distracted with jokes and unrelated stories. Save social occasions for times when they will be appreciated.
8. Be selective. Invite those who will be contributing to the goals.
9. Budget time in relation to the importance of the issue.
10. Use structured activities in your meetings to ensure equal participation and engagement.

May I have your name, please?
I'd like to speak to your supervisor.
You're not doing your fair share.
What do you expect me to do about it?
Don't trouble yourself.
Take it easy.
Take a deep breath.
Could you please repeat that?
Show some courage.
You're just playing the devil's advocate.
Are you all right?
Could I come over later today?
Lets' talk
Were you waiting long?
What's new?
How could you do something so stupid?
This place is a mess?
This place is a disgrace.
I can't take it anymore.
What's the matter?
Would you like to talk about it?
What planet are you from?
I find that hard to swallow.
Are you serious?
"Let me see if I understand you completely."
What brings you here?


Winning at negotiations may be simpler than you think. But first, give up the idea that you must come out the winner. go for a win-win situation.
Prepare
Probe
Propose
Entrepreneurs, he claims, often have trouble with the preparation and probing, simply because they talk too much and don’t listen.

“Get all you can, but also try to accommodate the other side’s needs.”

Negotiating is one of the most important skills entrepreneurs can have. Use these tips to sharpen your negotiating aptitude: First, know what you want. Establish a goal and consider what it will take for your to achieve it. Then know what the other party needs. Remember: it takes two to tango, so ask open-ended questions to gather information.

Listen emphatically. What you hear is just as important as what you say.
Remember that the other side is not the enemy. They are your ally and should be treated as such.
Be patient. The negotiating process takes time; like that legendary tortoise, slow and steady wins the race.
Finally, be flexible.
Does that sound fair to you?
Who does have the authority to approve this agreement?
Can you put these commitments in writing?

Negotiation
What is Negotiation?

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

In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.

Stages of Negotiation

In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. For example, in a work situation a meeting may need to be arranged in which all parties involved can come together. The process of negotiation includes the following stages:

1.Preparation
2.Discussion
3.Clarification of goals
4.Negotiate towards a Win-Win outcome
5.Agreement
6.Implementation of a course of action

1. Preparation

Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited time-scale can also be helpful to prevent the disagreement continuing.

This stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position. In the work example above, this would include knowing the ‘rules’ of your organisation, to whom help is given, when help is not felt appropriate and the grounds for such refusals. Your organisation may well have policies to which you can refer in preparation for the negotiation.

Undertaking preparation before discussing the disagreement will help to avoid further conflict and unnecessarily wasting time during the meeting.

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

In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.

Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.

Our negotiation pages:

Describe the common stages in the process of negotiation.
Describe the different types of negotiation.
Outline key points for successful negotiation.
Explain the difference between interests and positions in the negotiation process.
Recognise why effective communication is essential to negotiation.

Why Negotiate?

It is inevitable that, from time-to-time, conflict and disagreement will arise as the differing needs, wants, aims and beliefs of people are brought together. Without negotiation, such conflicts may lead to argument and resentment 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.

Stages of Negotiation

In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. For example, in a work situation a meeting may need to be arranged in which all parties involved can come together. The process of negotiation includes the following stages:

1.Preparation
2.Discussion
3.Clarification of goals
4.Negotiate towards a Win-Win outcome
5.Agreement
6.Implementation of a course of action

1. Preparation

Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited time-scale can also be helpful to prevent the disagreement continuing.

This stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position. In the work example above, this would include knowing the ‘rules’ of your organisation, to whom help is given, when help is not felt appropriate and the grounds for such refusals. Your organisation may well have policies to which you can refer in preparation for the negotiation.

Undertaking preparation before discussing the disagreement will help to avoid further conflict and unnecessarily wasting time during the meeting.

2. Discussion

During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. Key skills during this stage are questioning, listening and clarifying. Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification. It is extremely important to listen, as when disagreement takes place it is easy to make the mistake of saying too much and listening too little. Each side should have an equal opportunity to present their case.

3. Clarifying Goals

From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. It is helpful to list these in order of priority. Through this clarification it is often possible to identify or establish common ground.

4. Negotiate Towards a Win-Win Outcome

This stage focuses on what is termed a Win-Win outcome 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.

A Win-Win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal.

Suggestions of alternative strategies and compromises need to be considered at this point. Compromises are often positive alternatives which can often achieve greater benefit for all concerned compared to holding to the original positions.

5. Agreement

Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered. It is essential to keep an open mind in order to achieve a solution. Any agreement needs to be made perfectly clear so that both sides know what has been decided.

6. Implementing a Course of Action

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

Failure to Agree

If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. This avoids all parties becoming embroiled in heated discussion or argument, which not only wastes time but can also damage future relationships.

At the subsequent meeting, the stages of negotiation should be repeated.

Any new ideas or interests should be taken into account and the situation looked at afresh. At this stage it may also be helpful to look at other alternative solutions and/or bring in another person to mediate.

Informal Negotiation

There are times when there is a need to negotiate more informally. At such times, when a difference of opinion arises, it might not be possible or appropriate to go through the stages set out above in a formal manner.

Nevertheless, remembering the key points in the stages of formal negotiation may be very helpful in a variety of informal situations.

In any negotiation, the following three elements are important and likely to affect the ultimate outcome of the negotiation:

1.Attitudes
2.Knowledge
3.Interpersonal Skills

Attitudes

All negotiation is strongly influenced by underlying attitudes to the process itself, for example attitudes to the issues and personalities involved in the particular case or attitudes linked to personal needs for recognition.

Knowledge

The 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.

Do your homework and gather as much information about the issues as you can.

Furthermore, the way issues are negotiated must be understood as negotiating will require different methods in different situations.

Here are further guidelines.