In
the last lesson we learned that it is important to:
use positive language
set realistic goals
define your position and know what you want.
Now
we will look at effective negotiations.
Read
about the characteristics of an effective negotiator, then
answer the questions below.
CHARACTERISTICS
OF AN EFFECTIVE NEGOTIATOR
1. They
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.
5.
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
negotiation situations.
8.
They use figures, facts, statistics and examples to
support their position.
CHOOSE
THE BEST ANSWER FOR EACH QUESTION
1.
(POINT 1) 'find enough value for all parties' =
CHARACTERISTICS
OF AN EFFECTIVE NEGOTIATOR
