Negotiatiating In The Real WorldPresentation Transcript
Negotiating In the Real World Getting the Deal You Want AUTHOR: Victor Gotbaum PUBLISHER: Simon & Schuster DATE OF PUBLICATION: 2000 NUMBER OF PAGES: 189 pages Book pic
Negotiating is an important skill we use everyday whether for business, political, or personal purposes.
Are you up for it?
Different people and problems require different approaches to negotiating.
Negotiations can be long and bloody and still produce a positive outcome.
The role you play depends on your talents and
abilities, and the size of your ego.
THE BIG IDEA
Evaluating Yourself as a Negotiator
Know your limitations
Assessing Your Adversary
The Stakeholders in the Negotiations
The Client Comes First
Identify Your Adversary’s Needs
The Context of Your Talks
Economic and Political Environments
The Global Context
Context in the Workplace
Preparing for Major Negotiations
Look at yourself as a negotiator.
Look at your adversary’s negotiating style and ability.
Evaluate the stakes and the need for the talks.
Understand the context of the talks.
Women and Negotiations
Women need to understand their own attitudes toward negotiating.
Women need to demand involvement in negotiations in order to gain experience and the security they need.
Overcoming wage obstacles
First, a woman must define what her needs are.
Acknowledge wage obstacles
Change male attitudes
Third-Party Intervention (TPI) is not a substitute for negotiations and should be considered only in an impasse.
The decision to bring in outside help cannot be made unilaterally.
There must be agreement on the mediator or arbitrator, or in everyday disputes, the adviser, friend, relative, or professional.
TPI is a tool of last resort and is not recommended
Why Negotiations Fail
You Cannot Negotiate an Ultimatum
The Stakeholders Not at the Table
The Sanctity of the Contract
T here is greater security when people sign on the dotted line rather than give their word and a handshake.
Don’t agree to a contract you are not prepared to live with.
The binding nature of the contract that we negotiate provides security and defines our culture.
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