the negotiation dance
Post on 13-Sep-2014
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If you are a good leader then you are a good negotiator. See the commonalities between themTRANSCRIPT
Ali Anani
The Negotiation Dance
Negotiation is not about correcting past experiences
Negotiation is about how to make the future brighter and more
permissible
How?
First, a quick reminder of what negotiations is
A negotiation is an interactive communication process to reach a compromising solution between conflicting parties.
The proof?
Gauge your emotions when somebody tells you take it or
leave it
Such situations make the future look
grim
Negotiations requires that we keep a crack in
the door open
Negotiation in the Kitchen
Negotiation in the Kitchen
There was once only
one orange left in a kitchen and two
chefs were fighting over it.
"I need that
orange !"
"Yes, but I need that
orange as
well !"
They both needed an orange to finish their recipes for the boss’s dinner.
They reached a compromising solution: to split the orange into two
halves with ½ for each one
But still unhappy solution- why?
.
Then they split the orange in half, and each went to
his corner to finish preparing his meal.
One chef squeezed the juice from his half and threw away the peel. The other chef did the
opposite by keeping the peel and throwing away the
½ orange
Throw the peel
Keep the peel
Had they known the intension of needing the orange for would have
generated a brighter solution
Thinking about it turns about a problem of poor communication
Differentiate between your position and your interest as well as the interest of the other party.May be you have totally different interests that do not conflict
Your position might be even strengthened if you know about the interest of your negotiating party
Communications help in understanding the emotions and feelings of your negotiating partner in order to ensure that understanding is accurate.
Like an orange if you press too hard the
orange breaks and if too soft it shall be
squeezedDo not break or squeeze your
negotiating partner
The negotiation dance
A good negotiator is a good leader
The common attributes of good negotiators and leaders
Common attributes of negotiators and leaders
Aspiration for Win / Win conclusions to preserve the relationship
Collaborative
Persuasion oriented
Take care of Interests
Long-term oriented
Communication skills
Shared information