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 Page 2 of 41
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.
You've reached the end of your free preview.
Want to read all 41 pages?
- Summer '17
- How to Win Friends and Influence People