NEGOTIATION
1.Requires planning. 2.Is a give-and-take process. 3.Is a dynamic, deep learning process. 4.Requires knowledge of oneself and others.
5.Can lead to a win–win outcome. 6.Demands a researcher’s mindset. Figure 9.2 presents an infographic illustrating the key elements of successful negotiation.
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Requires knowledge of oneself & others
A dynamic, deep learning process
Can lead to a win-win outcome
Demands a researcher’s mindset
A give-and-take process
Requires planning
Figure 9.2: Key Elements of Successful Negotiation
9.4.1 PLANNING NEGOTIATION Planning is your gateway to successful negotiation. A good negotiator must have a plan built on flexible assumptions. The plan should clearly define what needs to be accomplished, how, when and in what context. It must include a set of goals based on reasonable, achievable as- sumptions. Your plan should also incorporate “what-if” scenarios, as well as best-case and worst-case possibilities related to the negotiation. After all, you should always be prepared with alternative options. 9.4.2 NEGOTIATION: A GIVE AND TAKE PROCESS Negotiation is a process of interactive dynamic trading where each party tries to support his agreement in accordance with his terms and conditions. It is not a dogmatic process, but rather a flexible process where parties entertain a reasonable amount of give and take. It is a subtle process where each party tries to win and achieve its goals. The give and take negotiation principles normally pave the floor for a satisfactory outcome to both parties.
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Building Competencies for Sustainable Learning | Chapter Nine
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