Ten Commandments For A Negotiator
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Ten Commandments For A Negotiator

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Ten Commandments For A Negotiator Presentation Transcript

  • 1. Ten Commandments for a Negotiator Manik
  • 2. Negotiation
    • Negotiation is a necessary element in life and career.
    • We do negotiation at our home, office and every corner of life.
    • The best teacher of a businessman is his customer.
  • 3. Ten Commandments
    • You should love & cherish your profession
    • In order to negotiate well, one must love it.
    • A good negotiator enjoys the negotiation process in the first place, is thoroughly involved in, and strongly identifies with the issues at stake.
    • Professionalism must me there; Professionalism as an intellectual and emotional involvement and commitment to the profession itself.
    • True negotiators are enthusiastic about negotiation.
  • 4.
    • 2. Be Courage
    • A good negotiator must command respect.
    • Respect cannot be conferred by rank or functions; it is due to character.
    • In German terms, there are two different qualifications: Entschlussahig, it means ‘Capable to make decisions.’ And Entshlussfreuding, it means ‘enjoys making decisions.’
    • Enjoying decision making is a quality that’s rarely found.
  • 5.
    • 3. The Eagle’s Eye Must be Yours.
    • Good judgment, quick assessment of the situation is necessary in negotiation process.
    • Without it, courage remains blind.
    • For a negotiator, quick assessment of the situation is what a targeting device is to a guided missile.
    • Speed of assessment is vital because time is the eternal enemy of the negotiator.
    • Warning: Quick assessment does not always mean a quick answer. The answer, once the assessment is quickly made.
  • 6.
    • 4. There are no Problems, only Opportunities.
    • ‘ Problems often hypnotize the negotiator, just as the cold eyes of the snake immobilize the little rabbit.’ – President of Trans World Airlines.
    • Where there is no situations, no problems that do not offer opportunities.
    • By viewing a problem as an opportunity, you often discover new, sometimes surprising proposals.
  • 7.
    • 5. Be Honest under all Circumstances.
    • Negotiation is a Fight, but not a fight alone.
    • It is a fight with a specific character.
    • The good negotiator is not simply a fighter for victory, but a fighter who seeks to win the mind, the sympathy, and the cooperation of his or her opposite number.
    • Strong feelings that the negotiators are Partners rather than Opponent .
    • A good negotiator must also develop an understanding of needs of the negotiating partner.
  • 8.
    • 6. Love your Opponent even if you receive something Less in Return.
    • Negotiators are in contradictory situation:
    • Each wants the problem resolved in a self-interested way, this separates them.
    • On the other hand, each of them has to resolve the same problem, and this unites them.
    • Negotiators are like two workers carrying the same burden: whether they like it or not, they are part of the same “chain gang.”
    • The better negotiator respect the other side and bad negotiator is rude to the other side.
  • 9.
    • 7. Put yourself in the shoes of your opponent, but do not remain there too long.
    • Negotiation involves personal contact, communication and interaction.
    • You can not reach an agreement without knowing as “where the shoe hurts.”
    • Knowing it is one thing. Reacting to it is another thing.
    • Danger: Having put oneself in the shoes of the other fellow can lead on which those were marching.
    • The right attitude in such situation is to find answers that alleviate the burden of the other party while also providing satisfaction for yourself.
  • 10.
    • 8. Convert your Opponent into your Partner.
      • Every negotiator needs help, and the person who is in the best position to give this the opponent.
      • Indispensable element in any negotiation: TRUST
  • 11.
    • 9. Do not Act before you find out what your Partner’s Aims are.
    • The first stage of negotiations has to be to find out, to the greatest extent possible, what the partner really wants to achieve, once you know it, start the bargaining.
  • 12.
    • 10. Your Partner is at least as Intelligent as you are; but you must have more will.
    • The good negotiator never underestimates the intellectual capacity of nay opponent.
    • Rather, a good negotiator closely observes every move of a partner, giving very serious attention to each action.
    • A good negotiator will realize that negotiation is not a contest of intelligence but a contest of WILL.
    • Conclusion: Negotiator’s PERSONALITY is a Crucial negotiating TOOL.
  • 13. Thank you Manik [email_address]