WHAT TYPE OF NEGOTIATOR ARE YOU?

1. Your aim in a negotiation is ?

a) to find the greatest area of agreement in the joint interests of both parties.

b) to win and to make the other side lose.

c) to find the best deal for your side.

2. When the other side is talking, you ?

a) use the information you are hearing to identify weaknesses in the other party.

b) plans what you are going to say next.

c) listen with maximum attention.

3. You think that ?

a) part of the available time must be spent socialising and getting to know the other side.

b) goodwill is important but the speed of the meeting should be quick and businesslike.

c) the meeting should get down to business as soon as possible and reach quick decision.

4. When you speak in a negotiation you?

a) make bold and forced statements, possibly banging the table.

b) make carefully-considered statements in a calm, controlled voice.

c) are occasionally forceful and inflexible.

5. If the other side disagree with you, you?

a) try hard to find a creative position by modifying your position.

b) repeat your demands and will not concede ? your objective is to make the other side give in.

c) reshape your offer without fundamental changes.

6. If the other side state an opinion you disagree with, you ?

a) tentatively suggest an alternative.

b) ask for clarification and explanation.

c) ridicule it with sarcasm.

Unit 13

To see which kind of negotiator you are, calculate your total:

Your score ___________

Exercise 2. Complete the following questionnaire.

This short questionnaire draws attention to some of the key attitudes and behaviours that are important for negotiating to be successful.

Students? answers here will enable them to identify what they need to improve in order to become a better negotiator.

ARE YOU A GOOD NEGOTIATOR?

1 = strongly disagree 10 = strongly agree

TOTAL:

Unit 13

Exercise 11. Match the following skills with the ten questions from the questionnaire above.

UNIT 14.

NOT GETTING WHAT YOU DON?T WANT.

Part 1. DEALING WITH DIFFICULTIES

In spite of all your efforts to plan your negotiations well, you?ll occasionally run into difficulties. The number of potential difficulties is legion, but the most common ones fall into two categories, difficult people and difficult situations.

1Dealing with difficult people.

1. People can be difficult for several reasons. They may have unresolved issues in their personal life that affect their attitudes and commitment to the negotiation. They may lack empathy and make insensitive or inappropriate remarks, or they may simply be unskilled in negotiating and make mistakes. Whatever the cause, try not to over-react and make the situation worse.

There are two possible ways of behaving when working with difficult people:

 ?Solution-centered behaviour ? it focuses principally on finding an answer through consulting and reflecting. The key message is to consult about facts and reflect about feelings.

 ?Problem-centered behaviour?- which means questioning the other person about how he or she understands the problem. The key to this approach is that it obliges you to ask questions, which is always a good idea if you have to deal with difficult people as it enables you to control the conversation ? if you ask a question people will usually answer it. This approach avoid confrontation and it may get you valuable information about the person or the negotiation.

Remember the guidelines.

 When in doubt go asking questions and consult and reflect.

 Ask good, useful and open questions, plan them carefully

 Ask for the other party?s proposals or ideas ? don?t give yours first.

 Ask for clarification of the other party?s proposals rather than saying what is wrong with them.

 Ask about their goals and objectives rather than telling them about yours.

 Ask how you can help them.

2.Negotiating with powerful people.

What do you think is the best way to negotiate with someone who has a stronger bargaining position than you? Or with someone who is bigger and richer than yourself? Tick the strategies which you would choose. Then discuss your choices with the rest of the group.

1) Threaten them.

2) Let them see that you are in a weak position.

3) Refer to fair standards and fair procedures.

4) Have a good alternative plan in case you can?t get them to agree.

5) Offer them something that they want or need.

6) Find examples of similar cases where people in your position have won.

7) Get support from another party (such as a mediator or consultant)

Unit 14

Date: 2016-06-12; view: 264