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Group 2 Unit 9: What makes a good negotiator?

1. What is negotiation?

Negotiation is an art. Master the art of negotiation to make your work and life easier.

Negotiating in life

Many people mistakenly believe that negotiation must be an important process,


associated with "big" incidents such as negotiating to sign contracts between two
companies, negotiating to sell houses, etc. However, in fact, this process is closely linked
and very familiar to everyone's daily life.

What is negotiation?

Negotiation is an exchange process that leads to a mutual agreement between the parties,
when there are interests that can be shared between the parties and antagonistic interests.

What is a negotiator?

A negotiator is a person who either comes to an agreement with someone else, or one
who helps other people reach such an agreement.

Thus, the fact that you pay a price to buy a bunch of vegetables, or exchange benefits
with a friend to borrow a book, can be considered a negotiation.

2. How we can improve negotiation skill?


a. Be Prepared
Preparation is the first step to negotiating successfully. Understand the situation
completely. Have a clear sense of what’s at stake and run through all possible
scenarios. Ask yourself:
• What am I hoping to get out of this?
• What am I willing to compromise?
• Do I have a solid argument?
• Are my asks reasonable?
Group 2 Unit 9: What makes a good negotiator?

• What are the best and worst case scenarios?


• How is the other party likely to respond?
b. Your Goals
Know exactly what you’re asking for before you enter the negotiation. Build your
case and establish why the other party should consider your request. This helps
you stick to your guns and lends credibility to your argument.
c. Consider Alternatives
What’s your back-up plan? If you conduct your negotiation successfully, very
rarely should you walk away empty handed—even if you didn’t get what you
originally asked for. Ask yourself “what’s the best alternative?” and be willing to
offer that as an option. Perhaps you didn’t get the raise you asked for, but are you
okay with being given more responsibilities that lead to a promotion and raise in
the future?
d. Don’t Sell Yourself Short
Always set reasonable goals, but don’t be afraid to strive for the best. If you
believe you truly deserve something, ask for it. Some say to ask for more than
you’re hoping to get, so your goal seems like a compromise. Whatever you ask
for, make sure it’s what you deserve.
e. Take Your Time
Take your time when negotiating to ensure everything goes smoothly.
• Make all your important points
• Hear the other party out
• Consider everything that is discussed

Don’t rush through a negotiation and don’t be afraid to take some time to think things
over before finalizing an agreement

f. Listen Carefully
You want the other person to feel heard. Their point of view is as valid as yours,
so listen to what they have to say. Perhaps they’ve thought of something you
Group 2 Unit 9: What makes a good negotiator?

haven’t? Maybe, in hearing them out, you’ll rethink your original position and
arrive at a better alternative that works for you both.
g. Seek a Win-Win Solution
Look for the win-win situation. Don’t just think about what the other party can
offer you—think about what you can offer the other party. How can you be sure
they benefit from your desired outcome as well? What can you do to incentive
them? Negotiating efficiently empowers you to fight for what you want—for
what’s fair for you—and even when the negotiation isn’t successful, you’ve still
made your voice heard. Knowing what you want, conducting yourself
professionally, and maintaining an open mind are key to negotiating your way to
success!
3. Negotiation attitude

Your negotiation attitude is crucial to the outcome of the negotiations.


Your attitude at the start of the negotiation will have a major impact on the results you
achieve. People like to deal with others who have a positive attitude to life and to
business. You’ll make it easier for everyone to talk and concede in an atmosphere of
positivity.
Make haggling and negotiating fun. business or market environment negotiation should
be fun. Negotiate with a smile on your face and make ridiculously low offers as your first
proposition.
Haggling is expected in some countries, particularly the further south you go in Europe
and in many Asian countries.
a. Get your brain right– Get in the right state / frame of mind before you negotiate.
Take a little time on your own and get your thought process running in the
appropriate mode. A series of spoken “yes’s” will get you into “yes” mode for
anything that happens.
Group 2 Unit 9: What makes a good negotiator?

b. Use positive language – It is easier for people to understand what you’re saying if
you phrase your words in positive language. Avoid the use of linguistic negatives
such as – don’t, can’t etc.
c. Re-frame unhelpful comments – When the other party makes a negative statement
– reframe it by asking “Do you mean… and phrasing it in positive language “
After all, every problem is an opportunity
d. Make certain your “self talk” is positive – Ensure that the words you say inside
your mind are focusing on positive outcomes and a positive process. Get rid of any
negative thoughts as they will damage your external language patterns and damage
your results later.

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