Building Negotiating Power
Reinforce the principles of
collaborative negotiation with this informative and easy-to-read
article. Step by step, readers will learn what it takes to become a
collaborative negotiator —and how to avoid the most common
negotiating pitfalls.
Participants will learn the benefits of a collaborative negotiating
style, the 6 rules of successful negotiation, how to handle
conflict, and how to ensure satisfactory follow-through.
Reaching a mutually satisfactory solution to problems usually isn't
easy. Few people carry effective negotiating models in their heads,
and each situation encountered seems different and strongly
influenced by the personalities of the negotiators. Sometimes people
have read books or listened to entertaining speakers or even watched
others negotiate. But most of the time, little effort has been made
to study the process, develop a personal philosophy, or practice
even a few skills that might be called upon when the occasion
arises.
The purpose of Building Negotiating Power is to help you develop
your negotiating power by adopting a coherent, negotiating
philosophy and identifying some basic skills you can use to
negotiate successfully in most situations. The premise of this
article is that anyone can learn an approach to negotiating with
others that will work most of the time. No special tricks, tactics,
or stratagems need to be learned because the most effective
negotiating process is a problem-finding, problem-solving approach.
We can all use such an approach if we accept negotiating as mutual
problem solving and not game playing.
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