Eng 311 Negotiations Case Study

A negotiation is a resolution of conflict We enter resolutions  To start or continue a relationship  To resolve an issue

Without the ability to negotiate, people  break off relationships  quit jobs  deliberately avoid difficult situations

Some examples of negotiations in the business world  Manager and employee: promotion  Employer and applicant: job benefits  Business partners: investments  Two companies: a merger  Salesman and customer: a sale

The art of negotiating  Aim high  Visualize the end results  Treat your opponents with respect  Prepare ahead of time  Show confidence

Preparing to negotiate  Define your objectives  Anticipate the goals of the opposition  Consider possible alternatives

Collaborative (Win-Win) Negotiating  Resolve previous conflicts ahead of time  Deal with issues, not personalities  Be an active listener  Establish trust  Develop a common goal  Discuss a common enemy  Carefully consider your opponents views and needs

The Negotiating Process  Always try to negotiate for at least 15 minutes  Always offer to let the other side speak first  Always respect and listen to your opponent  Acknowledge what your opponent says  Pay attention to body language

Beware of last-minute tactics  Walking out of the room  Offering a very small concession  Telling you to take it or leave it  Introducing new requests  Acting like Mr Nice Guy