| |
| |
|
Small Business Information |
|
|
|
Collaborative Negotiating: A Win-Win Strategy
COLLABORATIVE NEGOTIATING: Collaborative negotiating is a win-win strategy that can focus the resources of the people involved in the process towards strengthening results, productivity, quality, creativity, and innovation in problem-solving. To use the collaborative approach to negotiating you will have to agree on the aim of negotiations. Before any sort of bargaining can begin, you and your counterpart must define the who-what-where-when-how-and-why of the issue and have a general idea of the objectives and dimensions of a solution. WHEN USING NEGOTIATING COLLABORATIVELY: 1) Acknowledge the other person's position. Negotiating doesn't require that the two of you hold similar positions of authority. It doesn't require that you like each other. But it does require that you be prepared to treat the other person as an adult, be ready to listen as well as talk, and to recognize that your view is not necessarily the only one. 2) Gain the other person's trust. No matter how logical and factual you are, the other party will doubt your credibility. Good faith commences with symbolic acts like eye contact, shaking hands, pulling out a chair for someone, and it is maintained by consistent honesty. If you want others to level with you, level with them. Although you may feel that an occasional bluff could help your position, don't gamble. The consequences can be disastrous if your hand is called. 1) Identify areas of mutual interest and agreement. Before two people can resolve differences, they must find a common ground where meaningful negotiations can begin. 2) Set a positive accepting tone. The tone of negotiations must be positive. This applies both to what is discussed and how it is discussed. If you have to say something negative, phrase it in a positive way or preface it with a positive statement. Phrase words so that they elicit a positive response to advance your position rather than stop the negotiation. This helps to prevent defensive reactions and promotes affirmative thinking. 1) Be aware of what you are saying and doing. People sometimes become so intent on watching, listening, or speaking to others that they fail to watch themselves. Words, body language, tone of voice, and voice inflection have many ambiguous meanings. Humor is especially troublesome - it can be interpreted as flippant or sarcastic. Only through self-observation can you be certain that you are conveying the message you want in the manner you want. 2) Maintain a question and answer exchange. The heart of any negotiation is the ongoing dialogue during which negotiators discover each other's feelings, understandings, attitudes, prejudices, and objective views of the situation. It enables you to acquire the proper perspectives, separate actual from fancied needs, isolate the real obstacles, and identify what approach to use in obtaining agreement. Ask specific, open-ended questions, and probe areas of conflict to uncover as much information as possible. Your own answers and statements must be equally candid. Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
Success & The Nature of Things The story is told of a tiger chasing some goats to catch one for dinner. During the chase the tiger is injured and as she is dying, gives birth to a tiger cub. Direct Mail - For Small Businesses We hear a lot of talk about junk mail nowadays. Many people will tell you that they dump it straight in the trash. Choosing A Business Thats Right For You Q: I really want to start my own business, but I have no idea what business would be best suited for me. I'm also eager to get started, but I don't want to pick the wrong business just because I'm impatient. Personal Success - Take a Break from Business Have Some Time to Yourself One of the most important things you can have when running a successful business, is to have time for yourself. Every small business owner needs to make time to be quiet. Is Your Business Property Safe and Secure? Security Professionals provide the products and services necessary to create a safe and secure workplace for you and your employees. Products such as lever hardware, panic and exit devices, desk locks and high security key control systems, as well as security boxes and safes, can help you protect your business and property. Small Business Survival In today's economic climate, the first priority for the small business entrepreneur is survival. A glance at newspapers, business journals, or cable news channels reveals a succession of corporations striving to stay on top of their game, and often failing, to slow the growth of outsourcing or to show real growth within their market space. Conquering Confidence Killers for Small Business Success "The way to develop self-confidence is to do the thing you fear". -- William Jennings BryanWhether you're generally a self-confident person, or someone continually plagued by self- doubt, you'll recognize some of these confidence killers if you:? Are overly dependent on the thoughts or opinions of others;? Avoid meeting new people because you're afraid you won't fit in, be liked, or be accepted;? Focus on unrealistic expectations ("I must do each job perfectly"; "If one person is unhappy then I have failed");? Have an 'all-or-nothing' attitude;? Pay heed to the internal and external naysayer;? Use the word SHOULD most often in relationship to your business;? Assume that if you don't get the client, they didn't like you;? Assume that you must be as talkative, outgoing, friendly, smart, old, young, educated, attractive, as someone else in order to succeed;? Avoid implementing new ideas because they may not work;? Can recount all your shortcomings each day. Should I Franchise or Not? A reader of one of my online sessions asked should he franchise his business or not. He had set up a service business and was getting ready to expand and wanted to know if franchising was a good potential strategy for this. Using Business Broker In the Franchising Industry for Franchise Sales Franchising companies often use Business Broker to help attain sales goals. Here is an interesting fact. Collaborative Negotiating: A Win-Win Strategy COLLABORATIVE NEGOTIATING:Collaborative negotiating is a win-win strategy that can focus the resources of the people involved in the process towards strengthening results, productivity, quality, creativity, and innovation in problem-solving. To use the collaborative approach to negotiating you will have to agree on the aim of negotiations. Create a Win Win for Your Small Business Discover How Specialized Cost Containment Creates A New Win-Win Position For Property Owner's And YouProperty Management: A simple strategy to increase client loyaltyProperty managers who pro-actively employ advanced techniques to help property owners and anchor tenants reduce operating costs, will most certainly be considered a more valuable business asset. When you can achieve this with lower administrative functions and no out-of-pocket cost to you or your client's, you've created additional benefits. Tips on Setting Up Your Small Business Bank Account One of the first things you will need to set up is a bank account. We recommend a large bank because:They have locations everywhereThey have longer hoursThey will probably buy out your local community bank anywayIf you are an owner/operator of a small business, you will appreciate having a Debit or ATM card for your business. 432 Page Franchise Report by the FTC The Federal Trade Commission is upgrading the franchise law and they have made a report. Recently I have been reviewing the FTC's franchise rule report page by page. Mini-Blind Cleaning Business, Case Study Sometimes the simple businesses are the ones, which make good money. Take mini-blind cleaning for instance. Administration Of Your Small Business You've been meaning to tend to the administration part of your business, that is, the growing list of things to do that relates to your small business. You've shoved all other appointments aside and starts getting down to working on the nitty gritty details, you're ready to go all out and tick everything on the list off! But where in the world is the list?The Administration part of the small business may seem simple but unless one gets down to doing it and doing it right, nothing else will get done. Find Some Sample Payroll Check Stubs on the Net for Easy Reference Starting a business? For many people, the bravery to venture out on your own is the ultimate dream, you're your own boss, you make your own time, and your dreams of making it big in the independent business lives on. But don't forget there are many responsibilities. The Virtual Assistant As a small business owner, outsourcing work to Virtual Assistants is fast becoming a popular and intelligent decision. The business owner saves enormous amounts of money by cutting the costs of offices and equipment overhead as well as expensive benefits packages. Top Ten Resolves for Building Your Business in 2005 1. Resolve to build a consistent network system. Build Credibility, Value, and Trust on a Shoestring Setting priorities in your business? Your first job is to sell. Selling is - writing the orders; receiving the cash; feeding the beast. Low Cost or Highly Funded Start Up Many new ventures are preoccupied with all the money they are going to make, rather than how they are going to the about making it. Set realistic goals by setting realistic steps-discreet 'doable' actions, each of which connects to the next one in some logical progression.
|
| home | site map | Web directory | Pham Thanh Long | Luat su| Lawyer| Links |
| © 2006 |
