report cristian gîdea

8/10/2019 Report Cristian Gdea

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COMMUNICATION AND NEGOTIATION SKILLS

Since the day we are born we start negotiating in a way or another.

But what is the exact meaning of the word negotiation ?

To have formal discussions with someone in order to reach an

agreement. Cambridge English Dictionary

Negotiation is an interactive communication process that may take

place whenever we want something from someone else or another

person wants something from us. Prof. G Richard Shell

The very thought of negotiating sounds intimidating, yet we are all

experienced negotiators. Any time we come to an agreement on anything,

we are negotiating. Some of it we may do somewhat subconsciously, such as

deciding who says hello first, or holding a cattle gate open for another riderto pass through. Determining where to go out for dinner with your spouse

also involves negotiation.

One thing that these examples have in common, is that they involve

people. We may at first be surprised to see instead, what a large portion of

our day involves interacting with people. Although negotiation can be

downright hard at times, there are specific steps we can take to become

more effective negotiators.

Negotiation skills include being well prepared, showing patience,maintaining integrity, avoiding the presumption of evil, controlling our

emotions, understanding the role of time pressures, breaking down bigger

issues into smaller ones, avoiding threats and manipulative tactics, focusing

first on the problem rather than on the solution, seeking for interest-based

decisions, and rejecting weak solutions.

When starting a negotiation we should be aware of the fact that the

decisions will be taken mainly based on emotions rather than rationality.

Therefore, before trying to sell the product we should start selling

ourselves, to create an emotional link with the customer, and after that to

start selling the product, showing its benefits for the other party.

For selling a product we need solid arguments. We can use here the

4Ps of the argumentation: Profit-time, money, cost , Prestige-recognition,

compliments, vanity, Pleasure- fun, entertainment, sportsand Peace-


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security, carefreeness. One of the most important steps is finding the right

arguments we should find as many arguments as possible, but we will

decide and select only the appropriate ones that best identifies and relates

with the customer.

For creating a good argumentation we should use the 5-fingers system

For having a succesfull negotiation we should divide it in 5 steps:

1. Preparation in this stage we should clarify our status, goals, sketch a

strategy, search and decide upon appropriate arguments and attitude.

2. Contact & Introduction in this stage it is critical that parties should

introduce themselves, creating the warm-up and an emotionalconnection.

3. Argumentation & Discussion asking and listening is the main word for

this stage. This the stage in which the most information is presented and

exchanged as well as argumentation and discussions. There is also the

part where the questins&answers are a very important tool.


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4. Agreement it is the stage where the parties make a summary of what

they achieved, collecting and visualizing the results with a positive

ending, a WIN-WIN situation.

5. Execution is the stage where I analyse myself and make some

reflections of the result, while following up the results for the other party

and maintaining the relationship with them.

CRITERIA FOR A SUCCESFULL NEGOTIATION

1.

Focusing on person Separate the person from the problem

Troubles on the emotional level should be considered important

and clarified before concentrating on the negotiation

2. Interest

Firstly understand your needs

Talk about your interests, provide information


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Collect&highlight common interest and benefits

Argue powerful but flexible

Be hard with facts but soft with people

3. Options

Be creative when developing alternatives and ideas

Use open and systematic questions

Increase the pie

Find good arguments

Broaden the options

Search for mutual gains

4. Criteria

Insist on finding and using Objective Criteria for the evaluation

option

Argue open and be open for factual arguments

Never accept any pressure on you

Objective criteria must be legal, practically usable and mutual

committed

5. Develop BATNA

The BATNA is the alternative action that will be taken if the

current negotiations fail and an agreement cannot be reached.

A party should generally not accept a worse resolution than its

BATNA

K

1. Who asks controls the communication

2. Listen actively

3.

Be aware of body language4. Rhetoric

5. Find the right arguments

6. Use positive language

7.

I-Message (express my emotions in a positive way)

8. Use all communication channels

9. Keep transaction analysis in mind


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10. Use the 4 side model

PERSONAL REFLECTION:

Firstly I believe that this lecture made me aware of some facts

that I didnt knew for instance I have been told that I am agood negotiator and I am not aware of it.

Secondly I found the lecture very interactive, with some

explanations and than applying it. Its an excellent method in my

opinion.

I think that there were not enough hours allocated for this

lecture, therefore some students practiced more than others

I realized that sometimes I have to be a little bit more flexible and

softer with people. Its a big step forward, now that Im aware of it I

will do my best to change it.

AppealFactual

Information

Selfevaluation Relationship

MESSAGE

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