What are negotiations? What are they for?

Transcription

1 Negotiation Skills

2 What are negotiations? What are they for? Negotiation is a process by which the partners aim to achieve the most favourable solution of a problem or conflict situation. Negotiations should: Be beneficial to both parties, Be based on communication and collaboration, Rely on reaching compromise, which both partners agree (consensus). More information on the pages listed below: Negotiationbeyondconflict.com, Definition of negotiationshttp://goo.gl/ohz93 Enterpreneur.com, Negotiations Au.af.mil, Negotiations Youtube.com, The 4 steps of negotiations process Picture: some rights reserved by Aidan Jone

3 Six golden rules of negotiation If you want to succeed in negotiations follow these six rules: 1. Never agree to first offer without negotiation. Remember that the starting offer is typically overstated, so it is not worth accepting it without negotiations. 2. Put yourself in the situation of your partner. Think what is important to him and what could he possibly give up, after analysing you will be able to predict his actions and it will be easier to negotiate. 3. Do not limit discussion to one issue. A wide range of topics allows you to divert attention to other issues and to return to the left topics in the most favourable time for you. 4. Agree on some negotiation points reported by your partner if possible, especially if it will not cost you too much. Your opponent will receive it as his great victory. Everyone likes to win, let him feel that something was accomplished. Trade-off will work automatically and then you will get something from him. 5. Remember to always separate the people from the business. Business is critical to the negotiations not people. Privately you can be a friend of your negotiation partner, but when it is necessary you should consequently negotiate about issues important to you. 6. When negotiations achieve a successful transaction, congratulate your opponent and say a few words about his good negotiation skills.

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5 How can I negotiate more effectively? If you are not sure how to behave during the negotiations, don t worry. We have some advice for you: Do not be afraid to ask for better conditions. You have a right to want more. Simply make sure nothing more can be done. If you hear "no", try at least one more time. Polite question, even if repeated, will never be left without an answer. Do not show off, do not be overenthusiastic. Try to be yourself this is always the best way to gain the most. If an opponent asks you for something - always ask for something in return. Always be prepared to stop negotiations. If you see that you're stuck in a place do not be afraid to break the negotiations. You can request a change of a negotiating partner and try again.

6 Am I a good negotiator? Consider whether these features are your strengths or weaknesses. If most of them are strengths it s more likely, that you will succeed! sense of responsibility, talent to convince others, ability to observe and listen to others, interdisciplinary knowledge, knowledge of foreign languages, compliance with the rules of ethics, external conditions of negotiator, such as kindness and tact, elementary principles of education, etc.

7 What abilities and skills are useful in the negotiations? If you have identified some of the features mentioned previously as your weaknesses, find out about the most popular negotiating skills and abilities learn them, train and believe in yourself! Careful preparation: Write down targets of negotiations. Score them from most important to least important (Now you know why you need to negotiate and what is your target). Try to analyse the situation and plan the next steps. Get as much information as possible about issues and problems that will be discussed during the negotiations. Do not let anything or anyone surprise you. Analyse strengths and weaknesses of their and your situation. Picture Office Now

8 What abilities and skills are useful in the negotiations? (cont.) Brilliance Be as fast as you can. Analyse problems, search for solutions, precisely respond to questions during the negotiations. Be creative. Precision of expressing Speak clear and simple language. Determine the order of issues and keep up with it- this scheme will help you not to miss any issues. Careful listening Show interest to your partner. Pay full attention to the other side. Keep in mind, that e.g. you should not look at your watch or write sms. Ask questions your partner will know that you understand what he is saying and you can also obtain some additional information.

9 Proper evaluation Constantly analyse your negotiation results. Try to be objective and fair. If you see that something is going wrong try to fix it. Honesty Be honest during negotiations. Remember that if you choose to cheat or lie you can do it only once. Nobody would like to cooperate with an unfair company for a second time. Persuasion Accurate selection of the arguments. Accurate, consistent and factual presentation of the arguments. Patience What abilities and skills are useful in the negotiations? (cont.) Avoid quick decisions and forcing the other side to them.

10 Communication and business culture - business etiquette The business etiquette is the basis of behaviour in professional and also public life. It determines the rules of good manners. Knowing the etiquette is also very important in formal situations. Business etiquette makes communication and negotiation easier. information on the pages listed below: ube.com, Etiquette and International Protocol tube.com, Negotiating with Japanese Business Partners ube.com, Japan Business Etiquett (Business Cards) tube.com, 10 Tips on Arab Culture for Successful Business in the Middle East Picture Khaki in Stockvault.n

11 Communication and business culture - business etiquette (cont.) The business etiquette - the savoir vivre in business are: The way of communicating your ideas, respect for your business partners and presented body language. Proper manners, following relevant norms and standards in the country or the community. Skills greeting, eating, giving business cards, correspondence, adjustment of clothing for the occasion, etc. More information on the pages listed below: Youtube.com, 20 Tips on Chinese Culture for Successful Business Youtube.com, 10 Tips on Arab Culture for Successful Business in the Middle East Youtube.com, Etiquette-Business-Russia Youtube.com, Etiquette-Business-China

12 Business Etiquette Recommendations Be punctual. It is very important especially if you want to be regarded as a responsible and reliable person. Remember about polite and appropriate greeting, take into account existing rules in the group or community. Do not overuse gestures and remember that in business, as a rule, you do not touch people who participate in discussions. With due respect, get and give each other business cards there are cultures in which the exchange is a very important ritual.

13 Business Etiquette Recommendations (cont.) Demonstrate patience and openness, even if the person you are talking to is not able to say information clearly. Avoid topics of conversation relating to private issues (e.g. family), if there is a need to establish personal / direct contact, focus on neutral topics (e.g. weather). Pay attention to the style and proper language, for example there are communities in which using polite forms is extremely important.

14 This was the last slide of this topic. You can continue to the next topic of Communication in a new culture by returning to the start of the module or to the start of Learning materials. Please, click the following logos and visit us also on: WEB This project has been funded with support from the European Commission. This publication reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein.