Negotiation Flashcards
What happens before negotiation begins? (4)
- Be prepared mentally by having your HW done
- Determine the incentives of the person who you will be negotiating with
- Determine your starting point, tradeoffs, and bottom line
- Look for hidden agendas (both your own and the parties with whom you are negotiating with
What happens during? (5)
- Maintain composure
- Ask for what you want assertively
- Role model good communication skills (speaking/listening), assertiveness, and flexibility
- Be patient and take a break if either party becomes angry or tired during the negotiation
- Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you
What happens after? (2)
- Restate what has been agreed upon, both verbally and in writing
- Recognize and thank all participants for their contributions to a successful negotiation
Before, during, or after?
Look for hidden agendas (both your own and the parties with whom you are negotiating with
Before
Before, during, or after?
Maintain composure
During
Before, during, or after?
Avoid using destruction negotiation techniques, but be prepared to counter that if they are against you
During
Before, during, or after?
Be prepared mentally by having your HW done
Before
Before, during, or after?
Be patient and take a break if either party becomes angry or tired during the negotiation
During
Before, during, or after?
Ask for what you want assertively
During
Before, during, or after?
Determine the incentives of the person who you will be negotiating with
Before
Before, during, or after?
Restate what has been agreed upon, both verbally and in writing
After
Before, during, or after?
Role model good communication skills (speaking/listening), assertiveness, and flexibility
During
Before, during, or after?
Determine your starting point, tradeoffs, and bottom line
Before
Before, during, or after?
Recognize and thank all participants for their contributions to a successful negotiation
After
Negotiation strategies
Use what kind of statements?
Factual
*also listen and keep open mind
Negotiation strategies
Discuss what?
Issues, not personalities
Negotiation strategies
Be ___
Start ____
Be honest
Start tough
Negotiation strategies
Delay when confronted with what?
Something totally unexpected
Negotiation strategies
Never tell the other party what?
That you are willing to negotiate totally
Negotiation strategies
Know the bottom line…Do we want to try and use this or no?
Try not to use the bottom line
*also take breaks if either party becomes angry or tired
Goals of negotiation
What is a major goal of negotiation?
To make the other party feel satisfied with the outcome
Goals of negotiation
What is the focus in negotiation?
To create a win/win situation
Goals of negotiation
What is the bottom line?
The very least for which a person will settle
Goals of negotiation
What are trade-offs?
Secondary gains, often future oriented, that may be realized as a result of conflict
Goals of negotiation
What are hidden agendas?
The covert intention of negotiation
- the manager must look for and acknowledge hidden agendas
Goals of negotiation
Seek consensus. What is this?
Reaching an agreement that all parties can support
Goals of negotiation
What is the greatest challenge in consensus building?
Time
