Negotiation is Pervasive
Negotiation is the game of
business, the lifeblood of
and a positive way of structuring the
communication process. Whenever you attempt to reconcile
differences, resolve disputes,
others, establish or improve relationships you are negotiating.
Effective negotiation both creates the
best-possible win-win solution in an efficient way and
relationships between the negotiators.
DOs and DON'Ts
"If you come to a
negotiation table saying you have the final truth, that you know nothing but
the truth and that is final, you will get nothing."
~ Harri Holkeri
people I ask little from. I try to give them much, and expect nothing in return
and I do very well in the bargain."
~ Francois Fenelon
Great negotiators build strong, durable,
win-win relationships because they have an obligation to help their
counterparts in negotiations come out winners. They choose the best
attitude for a
successful negotiation that results in long-term rewarded collaboration.
For example, if you are in
don't be a seller,
be a helper. Every
friendly trust-building negotiation that left the other person feeling that
he or she won provides you with the opportunity to work with the
and the customerís referrals over a long period of time...
To be a great negotiator, donít look at those
you negotiate with as opponents, approach them as counterparts to cultivate
mindset and feel a personal obligation to create success for both