Let's Talk ... Negotiating Skills!
August,
2005
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Helping you to build effective working
environments. |
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In this issue:
 | Opening Thought |
| Food for Thought:
Defining Negotiation |
| Think About This and Take Action |
| Final Thought -
Negotiating Skills |
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"Negotiation
involves parties, who each have something that the other wants,
reaching an agreement to exchange through a process of bargaining."
FOOD
FOR
THOUGHT: Defining
Negotiation
Negotiation is something we all
do on a daily basis with our family,
co-workers, and bosses or in our community. It is a voluntary and
usually informal process in which parties identify
issues of concern,
explore options for the resolution of
the issues, and search for a mutually
acceptable agreement to resolve the issues raised.
In its
most basic form, negotiation means bargaining to try and bring about a
settlement directly with the other party. This is the most common
method of resolving conflicts. Parties
discuss the dispute and exchange ideas for resolving it until they can
agree on a solution. This process continues until the
parties reach a settlement or until one of the parties decides to end
the process.
Almost
any dispute can be successfully negotiated if the parties are
willing and
able to move from their initial position to try and
reach a final agreement.
Evelyn Peirce, CHRP
Negotiation is a skill that anyone can learn, and there are numerous
opportunities to practice it once you have learned the key components.
The core skills that are required
by successful negotiators are:
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The ability to identify a range of objectives and still
be flexible about some of them;
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the ability to explore
the possibilities and potential
of a wide range of options;
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the ability to organize your thoughts clearly and
prepare well;
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the ability to listen
attentively to others and ask clarifying questions; and
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the ability to prioritize
issues clearly.
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These
abilities are useful in everyday life, as well as in negotiations!
Here are some additional tips to help get you started:
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Learn to read the other person's
needs and body language.
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Keep in mind that preparation
is a key step and it is virtually impossible for a
negotiator to do too much preparation.
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Begin by visualizing
possible gains rather than losses.
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Practice
negotiating whenever you can, in order to improve your skills.
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Be prepared to compromise.
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Write down all of your
objectives and then list them in order of priority.
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Clarify your
priorities and be prepared to concede on less important points.
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Identify issues
that are open to compromise
and those that are not.
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Be flexible - this
is a sign of strength, not weakness.
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Abandon any totally
unrealistic objectives before you start to negotiate.
FINAL THOUGHT - Negotiating Skills
Negotiating is as much about
listening and observing as it is
about talking. You need to be alert to the
mood of the negotiations and the others involved as the
tone can change quickly. Being alert
involves using all of your senses to pick up on signals that are
being given off by the other person(s).
In advance, anticipate the
tone of the negotiation and do what
you can to control the environment
by creating a positive atmosphere - a suitable location for the size
and nature of the occasion - water on hand - the seating plan...
Once involved in a negotiation, listen to a
person's tone of voice as well as the words that they use. Read
their non-verbal signals and be
aware of cultural differences.
And practice, practice,
practice!
Janet
Stewart-Lussier
Member of the Canadian
Association of Professional Speakers
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