Summary

In study session II you have learnt

  • Negotiating is the process of reaching a mutual agreement. It is used to resolve conflict, change relationships, influence behavior and achieve common goals
  • There are two types of negotiation: distributive and integrative
  • Distributive negotiation sometimes called positional or hard-bargaining negotiation is a way of dividing up a single, fixed quantity where a gain to one side results in a loss to the other.
  • Integrative negotiation also sometimes called interest-based or principled negotiation involves a more collaborative approach, where both sides work together in the hopes of achieving the greatest possible benefit for both sides
  • Negotiation is comprised of four elements: strategy, process, tools, and tactics
  • The five styles/responses to negotiation are : Accommodating, Avoiding, Collaborating, Competing, Compromising
  • The steps required during the process of negotiation include: planning and preparation, definition of ground rules, clarification and justification, bargaining and problem solving, closure and implementation.
  • Emotions play an important part in the negotiation process, although it is only in recent years that their effect is being studied. Emotions have the potential to play either a positive or negative role in negotiation.
  • Characteristics of a Successful Negotiator are : customer orientation, excellent interpersonal skills, excellent product/service knowledge, self confidence, positive attitude, selling or negotiation skills, enthusiasm, motivation to negotiate, ability to see & point out the benefits, Win Win alternative seeker
  • Factors that can influence the outcome of negotiations may include: level of trust between those involved, number of people involved in negotiations, experience of those involved, length of negotiations, the importance of the topic, the number of options and avenues available, how much time there is to complete negotiations, the balance of power
Last modified: Tuesday, 22 November 2016, 11:20 AM