Negotiating Skills

Read and discuss the text.

A negotiation is a special type of meeting in which the parties (usually two) need each other’s agreement in order to achieve an effective result. The key to improving performance is firstly to agree what constitutes an effective negotiation. The following model, though not exhaustive, captures many points common to all kinds of negotiation and provides a useful template for performance feedback and evaluation.

What makes an effective negotiation?

“People” refers to everyone involved in the negotiation and their roles, in particular:

· are all the right people present for the negotiation?

· do you have a well-balanced negotiating team?

· do both teams have decision-making power?

“Planning and Procedures” refers to the steps and stages of the meeting in which the negotiators meet face-to-face. These include:

· creating the right climate

· presenting the case

· collecting information

· controlling movement

· managing conflict

· summarizing, when necessary

· using adjournments

· clinching the deal

· closing the meeting

“Results” refers to the outcomes of the negotiations. It is important that:

· all parties are committed to the agreement reached

· the terms of the agreement are clear to all parties

· the terms are capable of implementation.

“Language” refers to the traditional categories of language forms:

· grammar

· vocabulary

· pronunciation.

Дата добавления: 2014-12-26