Industry Overview
INDUSTRY JOURNAL Vol . 8
Industry Overview
The Art of Negotiation
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Short overview of the fundamentals of negotiation
Why do we need to negotiate and with whom do we negotiate ?
You might feel that negotiation is not something you need to do or do on a daily basis , but if we understand what the aim of any negotiation is , you normally realise that you negotiate many times in a day . If we say that negotiation is an attempt to solve a disagreement or misunderstanding and come to an agreement with the other party , then surely we negotiate every day .
The focus of any negotiation must be to create a value for both parties and to find the win / win solution where both parties can step away from the negotiation process feeling that they did not lose and are in agreement with the outcome .
To achieve an outcome that creates value for both parties , it is important that we properly plan the negotiation process and develop criteria that can guide us during the process to reach an acceptable agreement . Proper planning can of course only be done if we understand the process flow and the life cycle of negotiations , and how this will impact the process , as well as the strategy we will apply to ultimately result in the desired outcome .
Issues are what create the need for negotiation and these can be dynamic or static . Dynamic issues will lead us to understand the positions of the other party and why they act or feel the way they do . It is important to understand what you want to achieve , and should you have a strong position on the issue , you will most likely
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