4.docx - TABLE OF CONTENT COMPONENTS 1.0 2.0 3.0 4.0 1.0...

TABLE OF CONTENT
COMPONENTS GUIDELINES/ MARKING CRITERIA PAGES
1.0 TASK 1 3-21
2.0 TASK 2 22-29
3.0 References 30
4.0 Coursework 30-42
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.
1) Do your research
This goes for anyone entering negotiation talks, regardless of gender, but women
sometimes have a difficult time articulating persuasively what they want and why they
should get it. When negotiating salary, find out the range for that job and where you
should end up based on prior experience. William Ury and Roger Fisher in Getting to
Yes advocate for knowing your BATNA (Best Alternative to a Negotiated Agreement)
or what you can get for yourself on your own if you don't reach agreement with your
counterpart. Knowing your BATNA before entering a negotiation allows you to feel
confident walking away from an unrealistic or unacceptable offer.
2) Know your worth
This tip came up in a number of articles on negotiation for both men and women. Men
generally overestimate their worth or competence and women
generally underestimate their worth or competence. Before sitting down at the
table, remind yourself of what you have done in your career or in
your specific position with the company and do not assume that those at the table have
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seen or reviewed your resume. What skills do you have? What special projects have you
led? This adds value to you which will help justify your requests. Think of knowing
your worth as another piece of the research process.
3) Visualize success
It's hard to come out on top if you enter the room with a pessimistic attitude. Just as
athletes visualize winning a game or crossing the finish line, you should picture yourself
entering the room confidently and leaving the table satisfied. By this point, you have
done your homework and practiced what you will say, so do not allow negative energy
to interfere with success.
4) Negotiate in person
Perhaps with today's technology it seems more convenient and less frightening to
negotiate via email, but research finds that miscommunication is more likely to take
place over email. In a study testing sarcasm , only 56 percent of participants reading
emails were able to tell when sarcasm was being used, but they predicted they were
right about 90 percent of the time. With women already sometimes being perceived as
aggressive, rude, and cold, it is safest not to risk negotiating via a questionable
medium. When possible, negotiate in person.