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70 pages

English

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This revised edition of A Guide to Effective Negotiating, substantially builds on the first edition in the light of changes in approach in this area, specifically changes introduced by the London Business School, incorporated by the Department for Business, Energy and Industrial strategy in their training schedule. The book is clear and concise and is intended for both the professional, the student or the layperson. It is ideal for anyone who wishes to develop their negotiating techniques and keep abreast of different schools of thought.

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Gestion et management

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Publié par	Straightforward Publishing
Date de parution	28 avril 2022
Nombre de lectures	0
EAN13	9781802361278
Langue	English

Informations légales : prix de location à la page 0,0300€. Cette information est donnée uniquement à titre indicatif conformément à la législation en vigueur.

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A STRAIGHTFORWARD GUIDE TO
EFFECTIVE NEGOTIATING
DAVID BLANCHARD
Editor: Roger Sproston

Straightforward Guides www.straightforwardco.co.uk
Straightforward Co Ltd 2022
All rights reserved. No part of this publication may be reproduced, in a retrieval system or transmitted by any means, electronic or mechanical, photocopying or otherwise, without the prior permission of the copyright holder.
ISBN: 978-1-80236-049-3 epub ISBN: 978-1-80236-127-8 Kindle ISBN: 978-1-80236-134-6
Printed by 4Edge Ltd www.4edge.co.uk
Cover Design by BW Studio Derby
Whilst every effort has been taken to ensure that the information in this book is correct at the time of printing, the publisher and author accept no responsibility for errors contained within.
CONTENTS
Foreword The Stepping Stones to Successful Negotiation
DEFINING NEGOTIATION
Chapter 1- What is Negotiation?
Explaining negotiation
COMMUNICATION-WHAT ARE YOU TRYING TO SAY?
Chapter 2- The Importance of Communication
THE ART OF PERSUASION-CHANGING PEOPLES MINDS
Chapter 3- Persuasion Skills in negotiation
DEALING WITH PEOPLE-DEVELOPING YOUR INTERPERSONAL SKILLS
Chapter 4- The People factor
Perception
Emotion
Communication
The main problems
TECHNIQUES USED IN NEGOTIATION
Chapter 5- Approaches to Negotiation
General
Identifying terms and conditions of negotiations
Variables in negotiation
PREPARING FOR NEGOTIATIONS
Chapter 6- The Importance of Preparation
Consider what types of negotiations you are preparing for
List all the issues
Gather information
Review past negotiations
Consider your position if negotiations fail
Assess the relative strengths and weaknesses of your position
Decide what concessions you are prepared to make
Determine your strongest arguments
Determine your attitude
Make an agenda
Other people
How are you seen in negotiations?
Setting objectives in negotiation
Timing of negotiations
The structure of a meeting
DURING NEGOTIATIONS
Chapter 7- In the Thick of It.
Tactics
Specific variables
Reward
Threat of punishment
Legitimacy
Confidence
The key principles of negotiation
Setting sights high
Finding out the other persons full intentions
Keeping all factors in mind
Keeping a look out for further variables
The initial stance of parties
Going for the quick kill
Taking a more flexible approach
Bridge building
Minimizing concessions
The use of techniques
Use of silence
Summarizing frequently
Note taking
GETTING TO WHERE YOU WANT-FURTHER TIPS
Chapter 8- Getting to Where You Want to Be.
Strategy
Preparation
REACHING AN AGREEMENT
Chapter 9- The All Important Agreement
The record of agreement
The importance of communication
REFLECTING ON EXPERIENCE
Chapter 10- Looking Back and Learning.
The main issues
The principles summarized
Conclusion and Summary
Useful websites
Glossary of terms
Case Studies
Index
****
ACKNOWLEDGEMENTS
Thanks is given to all those who have assisted with the writing of this book during the last year. It has been a difficult process and the final text was completed after many hours of negotiation!
Foreword
This brief introduction to the process of negotiating was the result of me being unable to find a satisfactory text that would serve as an introduction for the many students I teach.
Quite often people hear the word negotiation and immediately envisage a room with a group of people sitting round, each trying to get what they want out of a situation and defeating the others. Of course, negotiation is usually nothing of the sort. We negotiate in all sorts of situations, from the family, to business and employment and in many other areas. The important thing to remember is that the fundamental techniques underpinning negotiations are the same whatever the situation. Clear objectives, a well worked out strategy, knowledge of the variables involved, patience, a knowledge of the other side and flexibility are key elements of any negotiation.
Having read numerous books on the subject, I came to understand that if you get too immersed in the topic you will end up with your head spinning, thoroughly confused. None of us are supermen or women and, to be quite frank, all you need to conduct successful negotiations is outline knowledge of what elements are required during the process and also experience to back up the theory.
This brief text should help you enormously in the process of acquiring effective negotiation techniques.
David Blanchard.
****
THE STEPPING STONES TO SUCCESSFUL NEGOTIATION
DEFINING NEGOTIATION
WHEN YOU NEGOTIATE WHAT DO YOU WANT TO ACHIEVE?
Chapter 1
What is Negotiation and What Are the Processes Involved?

In a nutshell, negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. This book focuses on key areas crucial to developing negotiation skills. Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Stages of Negotiation
In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. The process of negotiation includes the following stages:
Preparation
Discussion
Clarification of goals
Negotiate towards a Win-Win outcome
Agreement
Implementation of a course of action
The art of preparation
Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited time-scale can also be helpful to prevent the disagreement continuing.
This stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position. In the work example above, this would include knowing the rules of your organisation, to whom help is given, when help is not felt appropriate and the grounds for such refusals. Your organisation may well have policies to which you can refer in preparation for the negotiation.
Undertaking preparation before discussing the disagreement will help to avoid further conflict and unnecessarily wasting time during the meeting.
The art of discussion
During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. Key skills during this stage include questioning, listening and clarifying.
Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification. It is extremely important to listen, as when disagreement takes place it is easy to make the mistake of saying too much and listening too little. Each side should have an equal opportunity to present their case.
Clarifying Goals of both sides
From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified.
It is helpful to list these factors in order of priority. Through this clarification it is often possible to identify or establish some common ground. Clarification is an essential part of the negotiation process, without it misunderstandings are likely to occur.
Negotiate Towards a Win-Win Outcome
This stage focuses on what is termed a win-win outcome where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. A win-win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal.
Suggestions of alternative strategies and compromises need to be considered at this point. Compromises are often positive alternatives which can often achieve greater benefit for all concerned compared to holding to the original positions.
Agreement
Agreement can be achieved once understanding of both sides viewpoints and interests have been considered. It is essential to for everybody involved to keep an open mind in order to achieve an acceptable solution. Any agreement needs to be made perfectly clear so that both sides know what has been decided.
Implementing a Course of Action
From the agreement, a course of action has to be implemented to carry through the decision.
Failure to Agree
If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. This avoids all parties becoming embroiled in heated discussion or argument, which not only wastes time but can also damage future relationships.
At the subsequent meeting, the stages of negotiation should be repeated. Any new ideas or interests should be taken into account and the situation looked at afresh. At this stage it may also be helpful to look at other alternative solutions and/or bring in another person to mediate.
Informal Negotiation
There are times when there is a need to negotiate more informally. At such times, when a difference of opinion arises, it might not be possible or appropriate to go through the stages set out above in a formal manner. Nevertheless, remembering the key points in the stages of formal negotiation may be very helpful in a variety of informal situations.
In any negotiation, the following three elements are important and likely to affect the ultimate outcome of the negotiation: