UTILIZING
WHAT YOU HAVE LEARNED
.
. . . . . . . . . . . . .
The
most critical aspect of The Successful Negotiator workshops
is the ability to apply on the job what you have learned
during the initial program.
Listed
below are the characteristics of the effective negotiator.
Review the list carefully and indicate the degree to which
you use each skill by checking a box, from (1) for Rarely,
to (5) for Usually.
Rarely
(1)
Usually
(5)
PLANNING
Do
I
...consider
a number of potential settlement options?
...look
for common ground?
...explore
the long-term implications of issues?
...have
a target settlement in mind?
...clarify
my own objectives?
...have
sufficiently high aspirations?
...commit
my plans to writing?
...consider
the other party's objectives?
...consider
the needs and interests of the other party?
...review
my plan with my boss?
...know
my concessions?
...plan
the use of my concessions?
In
team negotiations, do I
...agree
with my team how we will work together?
DURING THE NEGOTIATION
Do
I
...focus
on the problem?
...ask
questions and listen for the answers?
...clarify
the issues?
...clarify
the other party's proposals?
...test
for mutual understanding?
...periodically
summarize?
...explore
the other person's needs and interests?
...acknowledge
the other person's efforts?
...have
the information to support my position?
...set
a collaborative climate?
...offer
proposals?
...solicit
proposals?
...make
contingent concessions?
...follow
the Successful Negotiator methodology?
•
Planning
•
Climate Setting
•
Issue identification
•
Bargaining
•
Settlement
•
Review
Do
I avoid
...being
judgmental?
...fixing
blame?
...interrupting?
...being
patronizing?
...being
hostile?
AFTER THE
NEGOTIATION
Do
I
...set
aside time to review and assess the results of the
negotiation?
