Ten Commandments For A Negotiator


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Ten Commandments For A Negotiator

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