Negotiations
"In a successful negotiation, everyone wins. The objective should be agreement, not victory."
Key learning:
- Don't ask questions, provide solutions
- Plan BATNA before going for negotiations
- Extract knowledge which is required from other party and don't reveal your information which is not required for the purpose
Negotiations:
There are different negotiation techniques like competition, accommodation, compromise, avoidance and collaboration. But one must learn to use these according to the need of the situation. Not every technique works in all environment and situation.
For win-win or Integrative Bargaining, one should focus on following areas:
- Orient yourself towards a win-win approach: your attitude going into negotiation plays a huge role in the outcome
- Plan and have a concrete strategy...be clear on what is important to you and why it is important
- Know your BATNA (Best Alternative to a Negotiated Alternative)
- Separate people from the problem
- Focus on interests, not positions; consider the other party's situation:
- Create Options for Mutual Gain:
- Generate a variety of possibilities before deciding what to do
- Aim for an outcome based on some objective standard
- Pay a lot of attention to the flow of negotiation;
- Take the Intangibles into account; communicate carefully
- Use Active Listening Skills; rephrase, ask questions and then ask some more
No comments:
Post a Comment