History lessons hiding in disguise as Archie episodes. The Underground Railroad - Gold! Carl Esser, Frank Welker
Ask any athlete who spends countless tedious hours preparing for a competition, or a lawyer about to step into a court room. At the end of our negotiation training courses we implore our soon to be graduates to book time into their busy calendars to prepare for their negotiations.
While many colleagues, clients and suppliers will demand your time on a daily basis, very seldom will they remind you to invest more time preparing for your negotiations with them. Yet this is precisely what we need to do to create our successful negotiation strategy.
Negotiators Preparation Check List 1. We will always be negotiating with people who have different styles, goals and objectives, and who are coming from different circumstances and have different standards.
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So, always take stock and gauge which negotiation skills each negotiation will demand from you and your team. What Kind of Negotiation? There are 3 kinds of negotiations to prepare for: Is it a one time negotiation, where we will unlikely interact with the person or company again?
Is it a negotiation that we are going to be repeating again? Is it a negotiation where we are going to form some kind of long term relationship? Most of our business negotiations are likely going to fall in the last two categories. We will be handling a lot of repeat negotiations, where we negotiate with regular suppliers, or engage in labour negotiations with the same union reps for example.
Or, we will be seeking a long term negotiated agreement such as a joint venture, where we will be mutually entwined over a long period of time. More time is required to prepare your negotiation strategy for the third type. There are basically two types of conflict situations we may encounter in a negotiation.
Conflicts can present themselves singularly, or may be a mixture of the two. It is vital that the negotiator carefully analyse the conflict issues, both individually and collectively, to fully appreciate the unique challenges they present.
This is a situation that takes into account their conflicting views relating to opinions, beliefs, values and ideology. For example, two executives may have different views about whether a strategic initiative should be prioritised.
Another example may consist of a trade dispute between two countries, and entail ideological or religious based differences. Or, the conservative viewpoints of management might conflict with the more left wing approach of union leaders.
The second form of conflict entails the allocation of resources like money, quantity, production or simply put — things. Any physical commodity will fall into this category of conflict.A New York Times report finds officials struggling mightily to meet court-imposed deadlines.
This checklist will help you prepare a successful negotiation strategy for any potential conflict and attain the best possible agreement.
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