Explain Negotiation - Explain Negotiation: Negotiation is...

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Explain Negotiation: Negotiation is the discussion between the two parties to resolve a problem or issue. It is a dialogue which is aimed to resolve the disputes for the collective advantage of the parties. Negotiations commonly take place in the organizations like businesses, government agencies and non-profit organizations etc. The people who try to resolve the disputes are known as negotiators. When negotiations are organized at professional levels then negotiators include union negotiators, peace negotiators etc. Following is an example of negotiation: Suppose, two companies indulge in a price war competition, which is providing cost recovery issues to both the organizations. In order to avoid this price war, the companies can negotiate and the decision will provide the benefits to both the companies. Have you ever wondered what it is that makes a world class negotiator? What are the key characteristics that helped to determine the negotiation success of famous negotiators like Nelson Mandela and Mahatma Gandhi? The results of research conducted by Business Negotiation Solutions Limited over the past 4 years reveal that world class negotiators must have the ability to deal with 5 areas central to negotiated success. 1. An appreciation & understanding of the 'Big Picture' as well as the ability to plumb the detail. Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the 'demands' of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties. Equally important is to understand all the individual elements that will ensure the adoption and implementation of an agreement by all the parties. The key tool at your disposal to facilitate an understanding of both the big picture and the supporting detail is the effective use of questioning. 2. The ability to generate creative options. What a lot of people would like to describe as business negotiation is often no more than one dimensional haggling about price. Our research suggests that more than 50% of negotiators struggle to create or uncover options outside of this one dimension. The ability to think creatively is not something that comes naturally to all of us but fortunately there are some tools that exist to assist us in generating creative options such as the Disney Creativity Model or De Bono's Six Thinking Hats.
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A common misconception is that in order to be a tough negotiator one has to be a rude negotiator. Both Mahatma Gandhi & Nelson Mandela are shining examples of how to occupy the moral high ground. One can be tough on the issues whilst treating the people involved with dignity at all times. The rule of reciprocity states that we will return to others the form of behaviour exhibited
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This note was uploaded on 10/23/2011 for the course HUMAN RESO 110 taught by Professor Rahman during the Spring '11 term at AIU Online.

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Explain Negotiation - Explain Negotiation: Negotiation is...

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