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Negotiation Articles
Article Summary: The best
outcome in any negotiation is a win/win outcome. A win/win
outcome allows both parties in the negotiation to walk away
with a positive feeling and a sense of accomplishing their
objectives. Since few negotiations are one-time affairs, a
win/win outcome allows both parties to leave the door open
for future negotiations.
Article Summary: Time and
information are two essential elements in any negotiation.
The negotiation process begins long before you ever meet
with the other party, and how your time is spent before the
negotiation is extremely important. The side with the most
information will have a definitive advantage over their
counterpart.
Article Summary: Power is the ability to influence people or situations. Power itself is neither good or bad. It is the abuse of power that is bad. Power is of no value unless you take advantage of it, and the more you understand the various types of power the greater your influence over the other party and the outcome of the negotiation. You may find out you have more power than you think!
Article Summary: When negotiating you will be dealing with one of three classic types of counterparts: sharks, carps, or dolphins. Each type have a different pattern and style of negotiating and makes different responses to your moves. Sharks tend to spend the majority of their time trying to control their counterparts and expect to conclude the negotiation with them being the winner and you the loser. Carps don't like confrontation, and their response is to give in or get out. In contrast, dolphins spend the majority of the time building trust and rapport with their counterparts, knowing that a successful negotiation is one in which both parties needs are met.
Article Summary: The best listeners almost always turn out to be the best negotiators. Negotiators who are poor listeners miss numerous opportunities to learn more about their counterpart’s needs and goals. To succeed in negotiations you have to understand the needs, wants and motivations of your counterpart. To understand, you must hear. To hear you must listen.
Article Summary: To create a win-win outcome you need to know your counterpart’s needs, wants, and goals. Skillful questioning provides you with the maximum amount of information possible for developing your negotiation strategies. Asking good questions in negotiations can be a challenging propositions and the guidelines in this article will help you decide what questions to ask, how to word them, and how to ask them.
Article Summary: Research
in communication suggests that as much as 90 percent of the
meaning transmitted between two people in face-to-face
communication is via nonverbal channels! These statistics
indicate that the importance of nonverbal negotiation skills
cannot be overestimated. There are three stages in nonverbal
negotiation: awareness of your counterpart, awareness of
yourself, and using nonverbal communication to manage
yourself and others. Once you’ve mastered these three
basics, you will be more skilled at recognizing all the
messages you and your counterpart in a negotiation are
conveying, and better able to create win-win outcomes.
Article Summary: If you
think about those areas of your life where you feel deeply
confident, chances are you’ve spent considerable time
practicing the skill or art. Negotiation is no different. To
become a great negotiator and gain confidence in your
ability to influence outcomes, you have to spend time
practicing the skills you will need to become proficient and
confident. Fortunately, negotiation is a process that can be
learned. By following the 15 rules outlined in this article,
you can perfect your skills at negotiating deals in which
everyone wins.
Article Summary:
Buying a car can be a daunting task, but with the right
information and preparation, you can get your dream car at a
dream price. Car salespeople have earned a reputation as
"slick" and seem to always have the upper hand in the
transaction. This insightful article will give you the
"inside scoop" on how to negotiate YOUR deal, and not get
taken for a ride.
Peter Barron Stark is president of Peter
Barron Stark & Associates. He travels
internationally training procurement specialists, sales
professionals and other leaders in the art of negotiation. www.negotiatingguide.com,
(877) 727.6468
Featured Articles
Contact
- June 2004, Put Your Value Forward
The
Canadian Professional Sales Association (CPSA) is a
national association of nearly 30,000 sales and marketing
professionals across Canada. To join CPSA, or for a
list of programs and benefits offered, call
1.888.267.CPSA (2772), or visit
www.cpsa.com.
SellingPower.com - June 2004, The Three Critical Elements of
Negotiation
T&D - June 2004, How to Negotiate, astd.org
San Diego Business Journal, March 2004, Effects of
Grocery Strike to Be Felt for Months
Selling Power, December 2003, A Guide to Winning
Negotiations
Atlanta Business Chronicle, December 2003, Everyone
Needs Negotiation Skills
Entrepreneur, November 2003, What's The Deal?
Industrial Purchasing Agent, Nov/Dec. 2003
- Better Negotiating Guide
Chicago
Tribune, October 2003, Ways to Bargain your Way to a
Better Salary
The New York Times, October, 2003 - In a Negotiation
Sea, Are You a Carp or a Shark?
Redbook, October, 2003, How to get everyone to do what
you want
Leading for
Results, Fall, 2003, Focus on Negotiating
©Peter Barron Stark Companies,
2009
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