Theories of negotiation and the role of effective communication and negotiation Flashcards Preview

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What do good negotiation skills include?

o an ability to set goals and limits;
o emotional control;
o excellent listening skills;
o excellent verbal communication skills;
o knowledge of when and how to close the negotiation.


What are the TWO categories of negotiation?

Competitive negotiation

Collaborative negotiation


What is COMPETITIVE negotiation?

Implies getting best deal regardless of needs and interests of the other party

Can become a battle where winner takes all

Should be avoided but may not always be possible


What is COLLABORATIVE negotiation?

Seeks to create a ‘win-win’ scenario where all parties involved get part or all of what they were looking for from the negotiation

Approach tends to produce best results, helps build long-term relationships and minimises opportunity for conflict


What are the SIX phases of negotiation?

1. Planning: prepare by gathering as much info as possible. Set goals and ensure they accord with agreed tolerances

2. Discussing: open negotiations by setting the scene, then explore and discuss key issues.

3. Proposing: Make a proposal. Communicate clearly and openly

4. Bargaining: Be prepared for trade-offs;

5. Agreement: take a written record;

6. Review: outcome needs to be communicated to all parties and the consequences incorporated within the management plan


Talk me through how you would go about negotiating something?

Firstly, I would prepare as understanding the other party’s points fully is critical

Secondly, I would pre-determine what I can afford to give away, know my bottom line

Focus on the bigger picture, don’t get stuck on one item

Try to negotiate a win/win situation

Never accept the first offer

Finally, I would negotiate the small deals before the big ones


How would you prepare for a negotiation?

I will always familiarise myself before the negotiation with what is being negotiated

This will allow me to better understand my own argument, help me to pre-empt their argument/responses and allow me to better portray my point


What is communication?

The means by which information or instructions are exchanged

Successful communication occurs when the received meaning is the same as the transmitted meaning


Why is communication important?

Poor communication can lead to misunderstood requirements, unclear goals, alienation of stakeholders, ineffective plans and many other factors that will cause a project, programme or portfolio to fail

How communication is executed affects understanding and feelings, both of which impact the meaning received

Must be tailored to convey the communicator’s meaning as accurately as possible to the target audience. This is why projects, programmes and portfolios have a communication management plan that spells out what needs to be communicated: why, how, when and to whom