Rapid changes in business change in negotiation theory.
Definition of negotiation:
Communication for the purpose of persuasion or the back-and-forth communication designed to reach an agreement between two or more parties with some interests that are shared and others that may conflict or are just different (Patton).
Questions needed to be asked:
What can you do for me?
What can I do for you?
What do you want? And why do you want this?
These questions will give you a foothold on the current situation.
“ Winning” is not necessarily the final goal.
Must see the bigger picture and understand the underlying reasons.
Look further than your ego.
Negotiate on the basis of using objective criteria.
Frame eash issue as a mutual search for objective criteria.
Be both reasonable and open to reason as to which standards should be used and how they should be applied.
Never bend to pressure, only to principle.
Does emotions play an important role?
Traditionally, emotions are something to be ignored, managed or even suppressed.
Recent studies might suggest otherwise.
How to manage emotions:
Dealing with emotions before the dispute.
Use the emotions to your advantage.
The effect of emotions.
Is emotions important in every situation?
Two conditions for emotional effect:
Identification of the affect: High motivation, high ability or both.
Determination that the affect is relevant and important for judgment: Either motivation, the ability or both are low.
Negotiation Professional at
He has negotiated in more
than 76 countries.
He says there are negotiation
techniques in each countries.
“ Take the initiative at a stretch”
Liven up the atmosphere and succeed
Be a pet and succeed
Let person be tired from crossfire, and get a consent.
A Short Introduction into Negotiation - By Matthias Prause, LL.M. (Training Director, Harvard Negotiators, Harvard Law School)