Successful Negotiating

Successful Negotiating

Successful Negotiating

Successful Negotiating

Excerpt

Negotiation is an integral part of daily life for all of us. It comes into play in all areas of human relationships. When two or more people have different objectives or positions in regard to the same subject, negotiation takes place in some form or another. And when two or more people negotiate to reach a mutually acceptable settlement, two elements are essential: reasonableness and flexibility. Their opposites—unreasonableness and inflexibility—produce distrust and tend to result in retaliation.

The word positive relates to negotiation benefits in that the process must be shared, not only between the parties in conflict, but also by others directly or indirectly involved who would be affected by the settlement. For example, managers who played no part in the executive-level negotiations that were directly related to changing the operation of their departments may feel threatened by the new approach. In such situations, these managers could be expected to function less effectively than those managers who participated in the negotiations and are eager to show their ability to ensure that changes that they helped to bring about will benefit the overall performance of their departments.

Negotiation applies equally well to the give-and-take between purchaser and vendor, which results in a contract or a purchase order, depending on the value, complexity, and circumstances of the deal, or to any transaction between two parties in which agreement must be reached on a decision to be made and/ or action to be taken. A compromise has been negotiated, for example, when a decision about dividing up office space is made. One party may agree to give up two windows in return for six additional square feet of space.

BASIC COMPONENTS OF SUCCESSFUL NEGOTIATION

Over the years numerous authors have written about negotiation. Many have placed particular emphasis on those characteristics an individual must develop before he or she can negotiate. The technique has assumed an aura of mysticism that leads many businesspeople to conclude that they could not . . .

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