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The Importance of Attitude in Negotiatings
Your
attitude is always important in negotiation skills.
They influence your objectives, and objectives control
the way we negotiate. The way in which you negotiate
determines the outcome. Before negotiating consider
the following questions- have you thought about the
objectives? Have you considered the objectives of the
other party? Can you both win? Each party in a negotiation
wants to win. Successful negotiations end up with something
both need. The win/win concept of negotiating is not
simply based on ethical considerations. When both parties
to an agreement are satisfied with the outcome they
will work to make it succeed, not fail. In fact they
will be more than willing to work with each other in
future.
Win/Win
negotiating is possible because….
Individuals,
groups, organisations or nations entering into negotiations
with each other all have reasons to negotiate. Since
these reasons are unique to the parties involved, and
because each party will place different values on their
wants and needs, an exchange is usually possible where
each party can obtain what is of greatest value to them
at that time.
In
successful negotiation, a negotiator will obtain something
of greater value in exchange for something on which
he places a lower relative value. Both parties can win.
They may have wished for more, but end up satisfied.
The
Give/Get principle of negotiating
There
are three formulas that work here. They are:
- Give/Get
policy on both sides A and B
- Give/Get
on Side A and Get/Give on Side B
- Get/Give
on Side A and Give/Get on Side B
This
could be put diagrammatically like this:
| - |
PARTY
A
|
PARTY
B
|
| FORMULA
1 |
|
Give/Get
|
Give/
Get
|
|
Both
parties are willing to give something in
order to get what they want and enter the
negotiation with that in mind. This formula
has the most potential for success.
|
|
|
| FORMULA
2 |
|
Give/Get
|
Get/Give
|
| Formula
2 also has a good chance of success because
both sides understand that a good settlement
requires both giving and getting. One party
is willing to give provided something comes
back in return. The other party will give
after having much received. The difficulty
in this formula is that the getter may decide
to see how much can be got without giving
in return. If the getter goes too far, or
waits too long to reciprocate, the giver may
decide to revoke concessions previously made
and the parties may reach a stalemate. |
|
|
| FORMULA3 |
|
Get/Give
|
Get/Give
|
| In
this formula, both parties come into a negotiation
with the idea they will give nothing until
they receive. They will stalemate quickly
and remain there unless one party is willing
to risk giving in order to get. If neither
party budges, there is no negotiation. |
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Characteristics
of a successful negotiator
A
successful negotiator is:
- Sensitive
to others needs
- Compromises
to solve problems when necessary
- Committed
to a win/win philosophy
- Has
a high tolerance for conflict
- Willing
to research and analyse issues fully
- Patient
- A
high tolerance for stress
- A
good listener
- Is
not bothered by personal attack and ridicule
- Can
identify bottomline issues quickly
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