NEGOTIATION
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Managing the Human Resource Environment e Human Resource En onment
Your level of emotional intelligence
Knowledge of the self
Knowledge of the other
Your level of empathy
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Figure 9.3: Pillars of Successful Negotiation
These four elements are interrelated, interdependent and interwoven. They are deeply rooted in the negotiation process to the extent that none can be isolated from the others. Together, they represent a chain of success necessary for effective negotiation. 9.4.5 THE WIN-WIN PRINCIPLE IN NEGOTIATION
A win-win negotiation occurs when both parties reach a compromise that is mutually satisfac- tory. This approach is closely related to the give- and-take principle. A win-win negotiation principle depends on: Finding common ground. Finding common interests. Minimizing conflicting interests. Ensuring flexibility from both parties. Elements of win-win negotiation process:
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Ensuring flexibility from both parties
Minimizing conflicting interests
Finding common interests
Finding common ground
Figure 9.4: Elements of Win-Win Negotiation Process
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Building Competencies for Sustainable Learning | Chapter Nine
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