the last lesson we learned that it is important to:
we will look at effective negotiations.
about the characteristics of an effective negotiator, then
answer the questions below.
OF AN EFFECTIVE NEGOTIATOR
know how to find enough value for all parties in a
negotiation. They try to find new and creative options
and alternatives for mutual gain.
2. They are firmly committed to getting
what they want but are flexible enough to allow the
other side to get what they want too. Their goal is
a win-win outcome.
3. They make the negotiation about
the issues – not about the people. In other
words, they depersonalize and focus on substance instead
of getting emotionally involved.
4. They prepare by gathering all
the necessary information before the negotiation begins
and determining their strategic position in relation
to the negotiation issues.
They try to determine what the other party really
needs. They are good listeners.
6. They know the market, and how
their product or service compares to other similar
products and services on the market.
7. They are knowledgeable of the
customs and culture of the other party in cross-cultural
They use figures, facts, statistics and examples to
support their position.
THE BEST ANSWER FOR EACH QUESTION
(POINT 1) 'find enough value for all parties' =
a. do the best for your company
b. make everyone happy
c. get a good price
2. (POINT 2) 'a
win-win outcome' =
a. everyone is happy with the outcome
b. you must win the negotiation
c. you must get the very best deal for your
3. (POINT 3) A negotiator should ...
a. be emotional
b. not care about the people involved
c. not be emotional
4. (POINT 4) It is important to ...
a. prepare well and know what you want
b. have lots of information
c. determine your position
(POINT 5 )It is important to ...
a. think about what the other party needs
b. listen carefully
c. know what the other party neeeds and
be a good listener