Chapter 1Defining Negotiation and Its Components (3).pdf

Chapter 1 Defining Negotiation and Its Components Something that we do all the time, not only for business purposes. Usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. People influence our emotions and behavior and we influence the emotion...

Chapter 1 Defining Negotiation and Its Components Something that we do all the time, not only for business purposes. Usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. People influence our emotions and behavior and we influence the emotion and behavior of others. Not always between only two people: it can involve several members from two parties We negotiate much more often than we may realize Defining Negotiation What is negotiation ? 01. We want to influence others in order to get what we want. Negotiation is a process of communication in which the parties aim to send a message to the other side and influence each other. 02. The purpose of negotiating is seeing if you can get your interests met through and agreement, versus an alternative. Negotiating is about WHY, not WHAT. All human interaction is essentially negotiation. 03. Intimidating, chiseling, and tricking are NOT negotiation.Negotiation is not simply shouting louder or bullying better. Negotiation is an art. Negotiation may also be considered scientific - having principles and methods that are used systemically through training and experience. Many people believe that negotiation is difficult and that it is just easier to avoid it or always compromise their desires. Negotiation is complex primarily because it happens between human beings!!! Once one understands the application of those principles, negotiation becomme much less complex and intimdating Every day in all aspects of our lives we negotiate. Think of one time today when you tried to influence. Perhaps it was a family member. Perhaps it was a coworker. Perhaps it was your boss. Perhaps it was a stranger.  Negotiations occur for several reasons: 01. 02. To create 03. to resolve a To agree on how to something problem or share or divide a new that limited resource, neither party dispute such as land, or could do on between the money, or time. his or her parties. own.  Negotiation Is Personal Knowledge of self is the starting point toward 01. building effective negotiation skills. Once you learn to understand yourself, you will get to the heart of negotiating Every person has limits to what he/she will Emotions, Ego, self- 02. give and take. temperament, and concept, and personality affect fears affect needs, interests, goals. our needs. 03. Not everything SHOULD be negotiate Attitude affects our needs and our negotiation.  Components of Negotiation Personality Approach Style Goals Temperament Needs Perception Values Alternative Power Interests Type of Conflict s  kinds of negotiators have been identified by researchers involved in The Harvard Negotiation Project. These types of negotiators are......... 01. 02. 03. Soft bargainers Hard bargainers Principled bargainers  Soft. These people see negotiation as too close to competition. 01. They maintain good relations with fellow negotiators. They do not separate the people from the problem but are soft on both. Hard. 02. These people use contentious strategies to influence, utilizing phrases such as "this is my final offer" and "take it or leave it." They do not separate the people from the problem (as with soft bargainers), but they are hard on both the people involved and the problem. Principled. 03. They focus on the problem rather than the intentions, motives, and needs of the people involved. They base their choices on objective criteria rather than power.  How to develop your effective Personal Negotiating Power? Knowledge of human behavior is essential to achieving effective negotiation. You must know yourself before you may know or understand of others. You must become aware of your thought patterns and how they affect your goals and behaviors. These patterns are difficult to change, Until we become conscious of our self and our actions; a person who has been negotiating formally for twenty years is not necessarily being effective You must acquire knowledge of the nature of conflict, principles of communication and persuasion, and methods for gathering and analyzing information. Effective negotiation requires critical thinking and creativity.  General plan to develop your effective Personalized Negotiation Strategies There are fifteen steps that will enable you to use your personal negotiating power. practice critical thinking and empathy. study and understand key principles from psychology, sociology, communication, and conflict. know yourself. Know negotiation styles and temperaments. Communicate effectively. Understand the dynamics of conflict. acknowledge cultural and contextual differences and expectations. Understand the dynamics of power. `Identify interests and goals before you negotiate. Be assertive. Be persuasive. Be prepared and avoid common mistakes. know when to walk away. know how to evaluate your performance and improve.  Discussion On your perception of the important elements of negotiation. In doing so, pick two qualities to elaborate on. What is negotiation in simple words?