NEGOTIATION
9.4.3 NEGOTIATION: A DYNAMIC, DEEP LEARNING PROCESS The negotiation process necessitates that the negotiator have an in-depth understanding of their own goals, objectives, expected outcomes and the goals of the other party. As a negotiator, you need to learn more about the other party’s participants; knowing their strengths and weaknesses allows you to develop and plan your negotiation strategy. The more you learn, the better negotiator you will become. 9.4.4 GAINING KNOWLEDGE OF THE OTHER Exploring the logic of the other party provides you with the necessary knowledge to adopt the appropriate attitude toward the negotiation process. Knowing the other will help you determine the tactics and negotiation strategies that will support your success. Your knowledge of the other negotiator helps you stay focused; it opens multiple horizons for planning your persuasive negotiation. It also enables you to highlight what is in it for both you and the other side. Knowing the other negotiator, his interests, strengths, and weaknesses, will make you more empathetic and better equipped to see the other side of the coin. Your empathy is closely linked to your knowledge of the other party, and in this regard, it becomes your gateway to achieving a balanced negotiation approach, which is instrumental to your success as a negotiator.
Success of negotiation
Knowledge
Empathy
A good negotiator is skilled in the art of argumentation. Your knowledge of the other party in the negotiation process stimulates not only your empathy but also your emotional intelligence. The chain of success starts with your knowledge of the other. Successful negotiation depends on four main pillars, as shown in Figure 9.3.
129
Building Competencies for Sustainable Learning | Chapter Nine
Made with FlippingBook Digital Proposal Creator