The Art of Effective Negotiation - ENGINEERING MANAGEMENT

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What is negotiation? Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreemen...

The Art of Effective Negotiation

The Art of Effective Negotiation

What is negotiation?

Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue. It is persuasive communication or bargaining.

Types of negotiation: 

  • Distributive (win-lose)
  • Integrative (win-win) 
  • Benefits of win-win
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Six stages of negotiation:

  • Establish your objectives 
  • Establish other party’s objectives 
  • Frame negotiation as a joint search for a solution 
  • Identify areas of agreement 
  • Troubleshoot disagreements: bargain & seek alternative solutions, introduce trade-offs 
  • Agreement and close: summarise and ensure acceptance
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