Negotiating for Mutual Advantage

Aims
1. define negotiation
2. explain the three-phase negotiating model: planning phase, negotiating phase, consolidation phase.
3. establish your own assertiveness and ability in a negotiating situation
Objectives
1. identify negotiating occasions
2. set negotiation objectives
3. research the background to a negotiation
4. select and use trading currencies
5. present bids and offers
6. bargain and settle
7. consolidate agreements
8. manage the stress and strains of negotiations
9. recognise your own assertiveness and ability in a negotiating situation
Defining negotiation
1. A negotiation = two or more people/parties coming together to reach an agreement
2. The agreement should be for mutual benefit
Importance of negotiations
1. Why do we need to negotiate?
The need to be assertive
1. Assertiveness skills
2. How to be an effective communicator
3. Why be assertive?
  1. Aggressive
    1. talk too loudly
    2. say too much
    3. generally overreact with the situation
  2. Passive
    1. stay silent
    2. hold back on what you really want to say
    3. hold back on what you really want to do.
Rights and Beliefs
1. Where do general rights come from?
  1. Laws of the land and employment
  2. Political system (democracy)
  3. Your own experience
2. General Rights in assertiveness
3. Job rights
4. Rights and beliefs in aggression and non-assertion
  1. Aggressive behaviour
  2. Non-assertive (passive) behaviour
Rights and responsibilities

Resource summary

	Created by Rishabh Wadhwa over 6 years ago