2. Negotiating means taking action in order to achieve a situation acceptable to both parties.A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which:
are important in both parties’ views
may involve conflict between the parties
need both parties to work together to achieve their objective
6. CHECKLIST: Negotiating ObjectivesWhat are our objectives? What outcomes do we want?
Are our objectives specific, timed, and measurable?
Do we have a fall-back position?
If we were in their shoes, what would our position be? Do we know their objectives? If not, how can we find out?
What demands are they likely to make? What concessions are we likely to have to give?
Do they know our objectives? Our fall-back position?
How much room for manoeuvre is there between our two positions?
How strongly are we committed to our objectives as a negotiating team?
As representatives, how strongly are our constituents behind us?
What is the best outcome we can realistically hope for? The worst we would be prepared to settle for?
24. CHECKLIST: key points about negotiatingNegotiating is about power and influence, and agreeing on issues which generate conflict between the parties.
It does not have to be a win/lose situation.
Try to work towards a win/win situation. Both parties have to live with the agreements made and with each other afterwards.
Structure the negotiation to satisfy both parties.
Effective negotiation needs careful preparation.
You need to plan and identify best outcomes; what settlements are realistic.
Your strategy should be flexible, to allow you to initiate or build on creative options which may appear.
The outcome of most negotiations depends to a large extent on the relative power of the partners involved. Try to build your bargaining power before the negotiation starts.
25. CHECKLIST: key points about negotiatingBargaining power may vary across the issues being negotiated.
Development and use of negotiating skills can have major effects on the outcome.
Creating rapport and a collaborative climate at the beginning helps you move towards a positive outcome.
Look first for areas of agreement between the parties-there may be more than you realize.
Consider the other party's point of view first.
Identify the objectives of the individual negotiators (what are their hidden agendas?) and try to match them with your search towards satisfactory agreements.
Check that everyone knows what has been agreed, and who does what, and when, afterwards.
Review your performance and identify what you need to do better next time (both task and process).