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Planning Negotiating Purpose Foundations of Negotiating Negotiating Elements Tasks of the Negotiator Five things that make a Good Negotiator Understanding Negotiating Facts Pre Negotiating Procedure The Negotiating Process Conflict Management in the Negotiating Process Successful Negotiating Checklist Six different Sources or Bases of Power [advantages and disadvantages] Three stages of every Negotiation Five Characteristics of a Successful Negotiation
Negotiation
Planning
Is the most important element of negotiation in a dispute resolution process It assists you, the negotiator, to understand: The nature of the present conflict situation. More clearly the goals and objectives to achieve. The opponent and how their personality, history and negotiating style may impact on your own strategy. The key issues at stake. Which of the key issues are important, able to be achieved and what may be the minimum acceptable area. More greatly appreciate the fundamental predictability of the negotiation process. To a greater degree your opponents objectives and needs
Negotiating Purpose
Negotiating is a process of offer and counter offer, of concession and compromise by which both parties reach an agreed position and outcomes. The purpose or role of the negotiator is to persuade an opponent and at the same time find a solution to the problem that is satisfactory to both parties.
Foundations of Negotiating
Never narrow negotiations down to just one issue Different people want different things Price is not always all-important
Negotiating Elements
That by direct discussion with the other party, a resolution to a problem is possible That there is a lot of uncertainty at the start of the negotiation process about the exact nature of the outcome Planning is the most important element in negotiation That there is a commitment by both parties, to the process as a means of resolving the problem That both parties will determine how to resolve any settlement terms Negotiation is partly about winning and getting a satisfactory outcome that can be honored
Treat last minute concessions or add-ons by your opponent as an opportunity for you to reopen and re-examine all the other issues Use a site location and the physical space to your advantage Know about and how to use the six different sources or bases of power, their advantages and disadvantages
2. Coercive
3. Legitimate/title
Power based on office position and not the person Has a high impact if opponent recognises and acknowledges the office holder No outlay of resources needed Quick Tied to facts Builds a commitment to holders ideas No outlay of resources needed Creates a positive climate Quick Creates a positive disposition in opponent Based on facts Based on information No outlaying of resources
4. Expert
Likely to fail if outside area of expertise May be seen as illegitimate Must work to maintain expertise Likely to fail if outside area or scope of identification with power holder Likely to fail if seen as illegitimate May lead to rejection Time consuming Need opponent to be receptive
5. Referent
6. Informational
Note there can also be Punish power and Charismatic power in some cases.