2. Negotiation skills
N
egotiation is something that we do all may be negotiating with the finance function
the time both in social and business for HR department’s budgets.
contexts. In fact extensive studies
have been conducted to establish that At home we are negotiating with our family
anything that is the outcome of a members in a multitude of ways. From the
negotiation is negotiable. program that the family watches on TV, to
the purchase of a new house, to which
Think about the things that you will not restaurant to go to on a weekend and many
negotiate on, and those that you would be such.
willing to negotiate on?
It is an important business skill as well as
In an organization environment we all a life skill .Countless books have been
negotiate either within the organization or written on this subject ranging from best
outside the organization. Sales personnel sellers like Ed Cohens “You can negotiate
negotiate with clients when selling the anything” to research projects focusing on
company’s product or services. A software negotiations and dispute resolutions in
engineer may be negotiating with the client international conflicts that can change the
on the scope of the project. An HR manager history of mankind.
Why get trained on negotiation skills
I
sn’t it something we are all familiar with? enables us to identify the style that is
deployed by others , think a couple of steps
Negotiation is not to be viewed negatively, ahead of the other party and clearly set the
or something that one does only under agenda for the negotiations.
duress as is commonly perceived but can
be used as an effective process to build long It will help us define for ourselves situations
term partnerships, create value and as when one will negotiate and when one
understood in its traditional sense resolve withdraws gracefully.
disputes.
We become more skilful in the use of
Some of us proudly say “we don’t negotiate information, exercise of power and
“. If you are one of those, or are familiar with managing time the three critical variables in
someone pause and think - what are the any negotiating process.
opportunities that one is missing out when
one adopts this stance. We begin to discern the real value that other
people place on the ‘negotiables’ (the items
A substantial body of theory and knowledge that are negotiated).
is now available on this subject. Formal
training helps one take advantage of this We learn to place demands without being
knowledge. ashamed or reluctant, we look at ways in
which needs can be assessed, we
In addition it helps us decide on the appreciate better the sources of conflict, we
negotiating approach that needs to be used learn how to make concessions and close
depending on an understanding of the the interaction to satisfaction
context , develop flexibility in our style ,
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3. Typically the courses range from one day /simulation we are essentially slipping into a
training sessions, to 5 day sessions and are situation .However we are interpreting the
aimed at making participants: scenario based on our life experiences and
world views. Our emotions and feelings are
1. More aware of the process and the truly yours. Have no doubts -the way you
key elements in a negotiating behave in a simulation/role play is
situation essentially you.
2. Familiar with alternative strategies
available to negotiators and skills to Think about a child whom you know well and
choose among those alternatives to have observed closely. It could be your child
achieve a desirable settlement when he was young, could be your
3. Cognizant of their preferred nephew/niece, neighbour’s kid. Does the
Negotiating styles and their ability to following resonate?
be flexible depending on the
situation. They demand to know "Why". They are
4. Sensitive to their thinking and persistent and creative. A rejection merely
behavioral patterns /habits while whets their creativity. If they move past the
negotiating parental "Because I said so", they may
They provide a structured means to analyze overcome the objection.
negotiations and a set of tools to improve
negotiation skills. They do not give up easily, and ask for more
than they want. They do not take "No" for an
Simulations and role plays set in variety of answer. They know that 'no' means 'maybe'.
contexts, from simple two-party encounters
to complex multiparty scenarios are the
Since kids hear 'no' as 'maybe', they relish
predominant modes used to develop this
skill. Learning by doing has been proven as the opportunity to convert 'no' to the 'yes'
the most effective mechanism for self column. For instance, Surya asked, "what if I
awareness and initiating behavioural do tomorrow's homework today? Then Abhi
change. and I can go to the mall until dinner.” How
often do you see adults display these
We will participate in a set of activities where
we would be assigned roles. In a role play behaviors?
Know Yourself Better
The questionnaire below will help you analyze your own proficiency levels on various facets
of this skill.
Think of situations in the past, look at the behaviours you exhibited, recollect the way you
felt, the thoughts that went through your mind and rate yourself on the following scale.
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4. I am aware of alternative negotiating styles Yes somewhat No
I am aware of my predominant negotiation style. Yes somewhat No
I am able to adopt different negotiating styles /approaches
Always Sometimes Never
appropriate to the situation, including the other parties’ style.
I am able to gather the critical facts and information relevant to a
Always Sometimes Never
negotiating situation including the needs of the other parties.
I am able to make my demands clearly and confidently. Always Sometimes Never
I am able to make concessions and trades effectively. Always Sometimes Never
I am able to identify my sources of power and use them
Always Sometimes Never
effectively.
I am able to use negotiating situations to build long term
Always Sometimes Never
relationships
I am comfortable at the prospect of an impending negotiation Always Sometimes Never
Average
I would rate my negotiation skills as Out Standing Very Good Below Average
Improvement in this skill will impact To
To a great To a Very
my business/professional and Significantly some
extent limited extent
personal life extent
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