Negotiation Essentials: A Practical Guide
by Sorin Dumitrascu
Everyone, at some point, has to negotiate. In fact, people negotiate almost daily to get what they want or need. The real trick to negotiation is to make both yourself and the other person happy. You may get what you want, but if you get it at the expense of your negotiation partner, your negotiation has failed. This course will show you ways to negotiate so that everyone leaves happy.
Many people view negotiation as something that diplomats and businessmen do in order to get what they want. While many of them no doubt approach negotiation with that mind-set, negotiation should be viewed as a collaborative, rather than competitive, process.
Negotiation is a process in which two or more parties with different needs and goals work together to find a solution that's acceptable to both.
In business, negotiation is a constant. In addition to negotiating deals or contracts, you'll need to negotiate with the people you work with on a daily basis.
Suppliers frequently ask for delays to deliver their products, buyers ask for extensions on payment, and employees ask for salary increases. Each of these requests requires negotiation skills to address properly.
If you can't negotiate through these issues, you won't survive in the workplace.
This course includes information you can use to become a better negotiator. You'll learn to recognize the actions that can help you negotiate successfully.
You'll learn about distinguishing between the two main types of negotiation: distributive and integrative.
And finally, you'll be introduced to the different styles of negotiation. Are you confrontational? Collaborative? Accommodating? This course will show you which style, or combination of styles, is the most appropriate in a given situation.
If you've ever tried to negotiate without being properly prepared, you may know firsthand what it's like to not get what you want. Consider Jose, who was honest and heartfelt when he told his boss, "My mortgage went up and my son needs braces. I need a raise!" Jose didn't plan for the negotiation, and only explained the situation from one point of view – his own. He didn't get the raise. But being prepared might have given him a better result.
In planning for negotiation, you have to figure out what you want and what the other side wants. You need to prepare for the give-and-take of negotiation, identifying areas of compromise and alternatives.
After all, an effective negotiation isn't a winner-take-all type of contest. Remember, many negotiations take place with people you need to work with after the negotiations are over.
Proper planning gives you the direction needed for effective problem solving at the negotiation table. In Jose's case, preparation could have helped him show how a raise would be a win-win solution.
Negotiation preparation allows you to be more confident, which gives you better control over the outcome. Preparation also gives you a greater understanding of the other party. This will help you craft a good solution.
In this course, you'll gain an understanding of the key considerations in preparing for negotiations.
You'll learn about determining overall goals and the needs, wants, and expectations of both sides of the negotiation. You'll also learn how to research the issues surrounding the negotiation and take into account the relationship you have with the other party.
You'll learn how to prepare for a negotiation by considering possible compromises you'll have to make and how to create negotiation value through trades. You need to research what outcomes would be good for both your interests and the other party's.
This course also covers how to identify the BATNA – which stands for best alternative to a negotiated agreement – in case a negotiation reaches an impasse.
You'll also learn how to determine your walk away point – otherwise known as the bottom line – and how to identify the area of common ground called the zone of possible agreement.
Many people view negotiation as something that diplomats and businessmen do in order to get what they want. While many of them no doubt approach negotiation with that mind-set, negotiation should be viewed as a collaborative, rather than competitive, process.
Negotiation is a process in which two or more parties with different needs and goals work together to find a solution that's acceptable to both.
In business, negotiation is a constant. In addition to negotiating deals or contracts, you'll need to negotiate with the people you work with on a daily basis.
Suppliers frequently ask for delays to deliver their products, buyers ask for extensions on payment, and employees ask for salary increases. Each of these requests requires negotiation skills to address properly.
If you can't negotiate through these issues, you won't survive in the workplace.
This course includes information you can use to become a better negotiator. You'll learn to recognize the actions that can help you negotiate successfully.
You'll learn about distinguishing between the two main types of negotiation: distributive and integrative.
And finally, you'll be introduced to the different styles of negotiation. Are you confrontational? Collaborative? Accommodating? This course will show you which style, or combination of styles, is the most appropriate in a given situation.
If you've ever tried to negotiate without being properly prepared, you may know firsthand what it's like to not get what you want. Consider Jose, who was honest and heartfelt when he told his boss, "My mortgage went up and my son needs braces. I need a raise!" Jose didn't plan for the negotiation, and only explained the situation from one point of view – his own. He didn't get the raise. But being prepared might have given him a better result.
In planning for negotiation, you have to figure out what you want and what the other side wants. You need to prepare for the give-and-take of negotiation, identifying areas of compromise and alternatives.
After all, an effective negotiation isn't a winner-take-all type of contest. Remember, many negotiations take place with people you need to work with after the negotiations are over.
Proper planning gives you the direction needed for effective problem solving at the negotiation table. In Jose's case, preparation could have helped him show how a raise would be a win-win solution.
Negotiation preparation allows you to be more confident, which gives you better control over the outcome. Preparation also gives you a greater understanding of the other party. This will help you craft a good solution.
In this course, you'll gain an understanding of the key considerations in preparing for negotiations.
You'll learn about determining overall goals and the needs, wants, and expectations of both sides of the negotiation. You'll also learn how to research the issues surrounding the negotiation and take into account the relationship you have with the other party.
You'll learn how to prepare for a negotiation by considering possible compromises you'll have to make and how to create negotiation value through trades. You need to research what outcomes would be good for both your interests and the other party's.
This course also covers how to identify the BATNA – which stands for best alternative to a negotiated agreement – in case a negotiation reaches an impasse.
You'll also learn how to determine your walk away point – otherwise known as the bottom line – and how to identify the area of common ground called the zone of possible agreement.
