You will need to listen to other peoples’ opinions, so use your communication and listening skills effectively. Try to avoid conflict by listening and do not attack. If you become too forceful the negotiating parties will become defensive and resist your views. The best strategy is just to let them talk and encourage them by leading them to speak. As a negotiator you need to have the capacity to let the parties feel that they are being heard. The problem itself is not hard to solve, though
59 WORKBOOK | © 2016 YOUNG RABBIT PTY LTD, AUSTRALIAN PACIFIC COLLEGE BSB51915 DIPLOMA OF LEADERSHIP AND MANAGEMENT | OPERATIONAL PLANNING_V2.4 to obtain actual agreement on how to solve the problem may be tough, keep trying, for it must be solved and it must be solved effectively. f Focus on interest not positions If you want to get a win/win situation for all parties, then focus on interest not position. Interest works effectively because behind the different positions of opposing parties are their shared interests. There are multiple interests. As a negotiator do not overlook the interest of all parties. If you give the parties the opportunity to tell you their concerns and draw out interest, you can go a long way to narrowing the preferred options to a manageable level. f Developing options If you cannot identify options, it may be necessary to look at the styles of negotiation. If “what if”, with the parties does not work you should look to the five styles of negotiation. “What if” allows the minds of all parties to become focused on the problem at hand, which is to narrow down the options in the interest of both parties. The Process of Negotiation The process of negotiation starts with a strategy that will get you the desired result. The five basic styles of negotiation are: Competition: A win/lose approach which leads to confrontation Compromise: A win/win approach which is optimal Co-operation: A win/win approach which creates joint problem solving Accommodation: A lose/win approach which leads to capitulation Avoidance: A lose/lose approach that leads to withdrawal Ideally you should aim for a win/win approach. That means that when you identify preferred options, you should consider either compromise or co- operation. Both approaches allow all parties to feel that they have had some say in their work area. This means that they have identified with the problem and will make an extra effort to ensure that it is resolved. Consistency of recommendations An area that has yet to be considered within this competency is the area of consistency. Policies and procedures give an organisation a consistent framework. Consistency is concerned with precision and reliability.
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