1
Q
Negotiation
A
Process of discussion in order to reach agreement on a course of action that satisfies the interest of all involved.
Stages:
1. Planning
2. Conducting
3. Measuring success
2
Q
Planning a negotiation
A
- Set objectives
- Possible outcomes: win-win, win-lose, lose-lose
- Choosing evidence to use
- Benefits and weaknesses of proposal
- Arguments and counter arguments
3
Q
Skills required for a negotiation
A
- Persuasion
- Listening
4
Q
Conducting the negotiation
A
- Set the tone: when, where, language, confident and calm, get to know the other side (build trust).
- Presenting your proposal
- Understand other points of view
- Summarize to check understanding
- Reach an agreement
