Professional Documents
Culture Documents
1. What is negotiation?
Negotiation is an art. Master the art of negotiation to make your work and life easier.
Negotiating in 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.
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
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.