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Negotiation
Philosophy
Our
Approach
 Critical
Concepts
Methodology
Advantages
CRITICAL
CONCEPTS
The
Six-Step Successful Negotiator Model
.
. . . . . . . . . . . . .
The
driving force of the Successful Negotiator program
derives from four critical concepts. They are:
The
understanding that negotiation is NOT an adversarial process,
but one which establishes a framework for creative problem-solving
and the satisfaction of mutual needs
The
recognition that the needs and interests of both negotiating
parties must be addressed
The
understanding that negotiation is an ongoing process, and
that today's negotiation will affect the long-term relationship
with the other party
The
breakdown of the negotiation process into six distinct steps
The
Six Steps
1.
PLANNING
Most people plan for a negotiation minutes before it is
to take place. This unit stresses the importance of planning,
discusses in detail the factors to consider when preparing
for a negotiation, and provides a practical planning manual.
Special attention is paid to planning for team negotiations.
2. CLIMATE SETTING
The first few minutes of the negotiation set the stage for
what is to follow -- will the proceedings be formal, collaborative,
businesslike or antagonistic? This unit places the control
of the tone of the meeting in the hands of the negotiator
and discusses the steps to take in establishing an appropriate
climate.
3. ISSUE IDENTIFICATION
All too frequently, negotiations move from a few words of
greeting at the beginning of the negotiation to attempts
to hammer out the details of the agreement. This unit teaches
participants how to be clear about their objectives and
the issues being negotiated.
4. BARGAINING
In this unit, the major negotiating strategies and tactics
are reviewed. Each is discussed in a format that allows
participants to assess the personal suitability and application
of each. It is in this unit that participants gain a firm
understanding of the different rituals involved in each
strategy, their implications, and how they can be most effectively
used as well as countered.
5. SETTLEMENT
After agreement is reached, what then? Many deals fall apart
because this last step is not completed. This unit teaches
participants the critical points to cover AFTER the deal
is made.
6. REVIEW
This step is designed to aid the negotiators to assess how
well they conducted the negotiation and the degree to which
they practiced the skill of the Successful Negotiator.
These
six steps form the major units of the the Successful
Negotiator program. |
