TABLE OF CONTENT COMPONENTS GUIDELINES/ MARKING CRITERIA PAGES 1.0 TASK 1 3-27 2.0 TASK 2 28-35 3.0 References 35 4.0 Coursework 36-47 1.0 TASK 1 Negotiation is an integral part of daily life and the opportunities to negotiate surround us. While some people may look like born negotiators, negotiation is
fundamentally a skill involving analysis and communication that everyone can learn. You are required to provide 10 “best practices” for negotiators who which to continue to improve their negotiation. I. Be Prepared A. Negotiators who are better prepared have numerous advantages, including the ability to analyze the other party’s offers more effectively and efficiently, to understand the nuances of the concession-making process, and to achieve their negotiation goals. B. Preparation should occur before the negotiation begins so that the time spent negotiating is more productive. C. Good preparation means understanding one’s own goals and interests as well as possible and being able to articulate them to the other party skillfully. Page 2 of 46
D. Good preparation includes being ready to understand the other party’s communication in order to find an agreement that meets the needs of both parties. E. Good preparation also means setting aspirations for negotiation outcomes that are high but achievable.Negotiators should prepare by understanding their own strengths and weaknesses, their needs and interests, the situation, and the other party as well as possible so that they can adjust promptly and effectively as the negotiation proceeds. II. Diagnose the Fundamental Structure of the Negotiation A. Negotiators should make a conscious decision about whether they are facing a fundamentallydistributive negotiation, an integrative negotiation, or a blend of the two and choose their strategies and tactics accordingly. B. Negotiators also need to remember that many negotiations will consist of a blend of integrative and distributive elements and that there will be distributive and integrative phases to these negotiations. Page 3 of 46
C. There are also times when accommodation, avoidance, and compromise may be appropriate strategies. III. Identify and Work the BATNA A. The best alternative to a negotiated agreement (BATNA) is especially important because this is the option that likely will be chosen should an agreement not be reached. B. Negotiators need to be vigilant about their BATNA. They need to know what their BATNA is relative to a possible agreement and consciously work to improve the BATNA so as to improve the deal. C. Negotiators also need to be aware of the other negotiator’s BATNA and to identify how it compares to what you are offering. D. There are three things negotiators should do with respect to the other negotiator’s BATNA: Page 4 of 46
1. Monitor it carefully in order to understand and retain your competitive advantage over the other negotiator’s alternatives; 2. Remind the other negotiator of the advantages your offer has relative to her BATNA; and 3.
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- Summer '17