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• ENH 2203 - Principals of Negotiation, Lec 1, lectured by Dr. Mohy Soliman Fattouh, Lecturer of Civil Engineer, Faculty of Engineering

Learning Objectives

• Understanding the basics of verbal and nonverbal communication
• Understanding basic negotiation processes
• Understanding basic negotiation tactics
• Recognizing and responding to "dirty tricks"
• Knowing the difference between problem-solving and competitive approaches
• Identifying the personal characteristics of the successful negotiator

Types of Communication

Written Communication

• Facilitates reviewing and determination of responsibilities.
• Documents information for future reference.
• Ensures information delivery to a large number of employees.
• Reports, memos, publications, complaints, charts, billboards, visual aids, and magazines are examples.

Non-Verbal Communication

• Clarifies reactions.
• Influences employee morale as actions speak louder than words.
• Strongly affects skilled employees with high capabilities and cultural awareness.
• Includes gestures, facial expressions, silence, anger, affect, handshakes, and smiles.

Verbal Communication

• Enhances cooperation and friendship.
• Reduces tension and pressure.
• Promotes question exchanges, effectively clarifying concepts.
• Accelerates exchanging thoughts, information, and opinions, thus saving time and effort.
• Examples are personal interviews, telephone calls, committees, meetings, conferences, and lectures.

Written Communication Defined

• It includes both traditional (paper-based) and modern electronic methods.
• Internal memos, external letters, reports, and meeting documents are common types used in businesses.

Negotiation Definition

• Negotiation is a method for settling differences through compromise or agreement while avoiding arguments and disputes.
• Individuals aim for the best outcome but fairness, mutual benefit, and maintaining relationships are key to success.
• Specific forms of negotiation used: international affairs, the legal system, government, industrial disputes and domestic relationships.
• Negotiation skills can resolve differences between people in many activities.

Stages of Negotiation

• To achieve a desirable outcome, a structured approach may be followed.
• This often involves arranging a work meeting for all parties.
• The process of negotiation includes the following stages:
  • Preparation.
  • Discussion.
  • Clarification of goals.
  • Negotiating towards a win-win outcome.
  • Agreement
  • Implementation of a course of action.

Preparation

• Before negotiation:
  • Decide when and where the meeting should take place.
  • Determine who will attend the meeting to discuss the problem.
  • Set a limited timescale to prevent the disagreement from continuing.
  • Ensure all pertinent facts are known.
  • Clarify position.
• The work includes knowing the organization's rules, to whom help is given, when help is inappropriate, and grounds for refusal.
• Preparing before discussing disagreement helps avoid conflict and saves time during the meeting.

Discussion

• For successful discussion the key skills are questioning, listening and clarifying.
• During discussion the case is put forward as each side sees it, i.e. the understanding of the situation.
• Note-taking and recording points is helpful during the discussion for further clarification.
• Listening is important because disagreement can result in too much talking and too little listening.
• Each side should have the opportunity to present their case equally

Clarifying Goals

• Goals, interests, and viewpoints of both sides of the disagreement must be clarified after discussion.
• Prioritize these factors to identify or establish common ground.
• Clarification prevents misunderstandings that can cause barriers during negotiation.

Negotiate Towards a Win-Win Outcome

• The focus is on a win-win outcome where both sides gain something positive.
• All sides involved feel their point of view has been taken into consideration.
• A win-win outcome is best, and should be the ultimate goal.
• Consider alternative strategies and compromises.
• Compromises can achieve greater benefit compared to holding original position.

Agreement

• Agreement is achieved when understanding both sides' viewpoints and interests
• All involved must keep an open mind to achieve an acceptable solution.
• Agreements must be clear so both sides know what has been decided.

Implementing a Course of Action

• Actions must be implemented from the agreement to carry though on decisions.

Failure to Agree

• If no agreement reached, reschedule meeting to avoid heated argument and damaged relationships.
• Repeat negotiation stages at the subsequent meeting.
• Take into account new ideas and interests, and look at the problem afresh.
• Alternative solutions or a mediator may be helpful.