NEGOTIATION
After all, negotiation is all about maximizing the trading variables between and among parties in such a way that brings about success. Successful negotiation depends on knowledge, skills and attitudes that both parties bring to the negotiation process. Familiarize yourself with the unfamiliar. After exploring and self-assessing your knowledge about who you are, what your goals are, and what your expected outcomes are, you need to set the stage for familiarizing yourself with the context of the negotiation process and the people who will participate. Understanding the negotiation topic and its context is paramount and instrumental for successful negotiations. Exploring similar cases adds value to your understanding of the topic and its context. Primary and secondary data can maximize your knowledge of the negotiations subject and its partici- pants. 9.4.6 ADOPTING THE MINDSET OF A RESEARCHER Adopting the mindset of a researcher enhances your communications across cultures. This mindset enables you to consider “what-if” scenarios. It also stimulates your negotiation per- sona to focus on answering the questions you have already prepared and the objectives you have developed. Furthermore, it encourages you to consider goals that are SMART (Specific, Measurable, Achievable, Realistic and Timed), which must be taken into account to success- fully achieve your targeted goals from the negotiation process. Negotiation SMART Goals: Negotiation Goals Must Be
Specific
S
Timed
Measurable
T
M
R
A
Achievable
Realistic c
Figure 9.5: Negotiation SMART Goals
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Building Competencies for Sustainable Learning | Chapter Nine
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