Do''s and don''ts while conducting a negotiation, Other Management

Some detailed important do's and don'ts while conducting negotiations are given hereunder. 

Do's: 

  • Know your authority as a negotiator and that of your counterpart. 
  • Get the other side to commit first. 
  • Prepare a memorandum of what happened after each negotiation. Also prepare interim summaries as agreement is reached on individual issues. 
  • Use your team of experts. 
  • Be patient. Remember the 80-20 rule. 80% of the concessions are given in the last 20% of the negotiations. 
  • Understand how to interpret body language.  
  • Ask open-ended questions if you want information. Invariably, a question which demands a „yes? or „no? answer cannot be followed up or reopened for discussions. 
  • Be an active listener. 
  • Ask for more than you expect to get. It gives you more negotiating room. 
  • Position the most difficult questions last. You are more likely to get concessions as negotiations drag on. 

Don'ts

  • Never give up chunks of negotiating room upfront. 
  • Never reveal your position, strategy or tactics to anyone outside those who absolutely need to know. ?  Do not make concessions without getting something in return. 
  • Do not try to become well liked or popular with  the other side during negotiations. 
  • Never allow more than one person to talk at one time. 
  • Do not allow your team to be separated even during breaks or lunch. 
  • Never let the other side see disagreements among your team members. 
  • Avoid entanglement on personal issues. 
  • Do not go with your best offer upfront. By giving your best offer towards the end of the negotiations, you raise the chances of the feel-good factor in the other party. 
Posted Date: 9/28/2012 1:54:43 AM | Location : United States







Related Discussions:- Do''s and don''ts while conducting a negotiation, Assignment Help, Ask Question on Do''s and don''ts while conducting a negotiation, Get Answer, Expert's Help, Do''s and don''ts while conducting a negotiation Discussions

Write discussion on Do''s and don''ts while conducting a negotiation
Your posts are moderated
Related Questions
Types  of Production  to be Handled: The type of  production being  handled  greatly affects material  handling  decisions. Powders liquids and  gases are well  suited for  transp

A c quisition An acquisition is slightly different from a merger. Unlike all mergers, all acquisitions  involve  one  company  purchasing  another  -  there  is  no exchange

QUESTION 2 a) Due to severe budgetary constraints that is facing the central government, public sector projects are being resorted to on a public-private basis. Explain what is

TYPES OF DOCUMENTATION AND INFORMATION CENTRES  Documentation and information centres are discussed here under three broad groups. They are:  i)  By ownership, i.e., those

Question : (a) What are the skills required from change agents in order to manage the different kinds of change effectively? (b) What are the four basic change management st

Question (a) (i) What are the main characteristics of an ERP system? (ii) List FIVE benefits and FIVE disadvantages of implementing an ERP system. (b) Assume you are

Termination of Contract and Conditions for Termination One  event  which can arise in contract  performance management  is an extreme non-performance by either contracting part

Subject classification: A Compound Subject is a basic subject when it has at least one focus, or has at least an aspect, i.e., it has a basic facet and one or more isolate

The nature of Controlling

Bill of Materials  Bill of Materials (BOM) is an important document for any project, production before launching or material requirement planning process.  The American Prod