001

Recommendations

Info

28 Institute of Leadership & Management 2. Bargaining This is a series of exchanges in which one party makes an offer and the counterpart counter offers. You need to keep within the limits of your authority. The following checklist will help you to maximise the opportunities that arise during negotiation: •• Be polite, respectful, firm and calm •• Present your key commitments •• Empathise with your counterpart’s point of view and assert your own •• Question them for information •• Emphasise common ground •• Argue about interests (issues) not positions •• Be flexible and anticipate compromise •• Treat your counterpart as you would want to be treated regardless of how you are treated during the negotiation •• Be open to creative solutions that may lead to agreement •• Keep focus on your key issues and their importance to you •• Be prepared to concede wisely – things that cost you little but have value to your counterpart •• Always expect something in return – ‘if I give you this, then will you give me that’ •• Make sure everything you offer is within your plan •• Summarise arguments and seek acceptance •• Have the confidence not to settle for less than you feel is fair •• Make sure you are not beaten down below your WAP Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part, be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
29 Institute of Leadership & Management The key to successful negotiation ‘Always ask for the things you want, even if you think you won’t get them.’ Margaret Neale, 2015 Research on the Harvard Negotiation Project (Fisher and Shapiro, 2007) has identified seven interconnected elements that are key to successful negotiation. •• Click on the buttons to reveal more information about each element. 1. A good negotiating relationship and rapport 2. Good communication 3. Interests 4. Options 5. Legitimacy 6. Commitment 7. Conclusion Copyright © The Institute of Leadership and Management 2015. These materials may not, in whole or part, be copied, reproduced, communicated, or otherwise distributed without the prior written permission of ILM.
Page 1 and 2: Institute of Leadership & Managemen
Page 3 and 4: 3 Institute of Leadership & Managem
Page 11 and 12: 11 Institute of Leadership & Manage
Page 27: 27 Institute of Leadership & Manage

001

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?