Effective Negotiation

Question 1

When does Negotiation begin?

Answer 1

At birth.

Question 2

How does Brad Fregger define Negotiation?

Answer 2

Doing what you need to do to get what you need or want.

Question 3

What three things does the effective negotiator consider?

Answer 3

The Objectives (short/long term)
The Alternatives (max/min and other options)
The Aftermath (ending relationship)

Question 4

Describe the Effective Negotiator.

Answer 4

An individual or team that knows the needs/desires of both sides must be met for long-term benefit, which includes accurately identifying them. They are highly skilled in communication, and understand exactly what must be shared to achieve the objective.

Question 5

What are the characteristics of the Effective Negotiator?

Answer 5

Committed to goals, but willing to work to ensure others’ goals.

Committed to effective planning by getting necessary information and determining a strategy.

Highly principled/ethical and can be trusted.

Build and maintain critical relationships everywhere.

Create environments where people safely and effectively communicate.

Genuinely curious about how others think and about their ideas/opinions. (Good listeners)

Sensitive to cues concerning potential problems and opportunities.

Highly intuitive and unafraid of trusting feelings.

Knows how to find value for all parties.

Extremely creative - not afraid to consider alternative solutions.

Believes negotiations are about issues, not personalities.

Doesn’t get emotionally involved.

Knows the market - how products/services compare.

Knowledgeable about other’s customs/culture.

Willing to embrace the unexpected/resulting possibilities.

Willing to accept personal responsibility and results.

Aware of other alternatives and their relative value.

Question 6

How should you prepare for negotiation?

Answer 6

Learn the characteristics of the Effective Negotiator and know the Five Negotiation Strategies.

Know the objectives, your sources of leverage, brainstorm questions you and they might ask, determine possible solutions including best-/worse-case scarios, and the desired aftermath of the relationship/environment/situation.