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.

In The News:

AWS Launches 2nd Phase Of Think Big for Small Business Pilot  CRN: Technology news for channel partners and solution providers
8 Habits of Happy Employees  Small Business Trends
How to Help Small Businesses Survive COVID's Next Phase  Harvard Business School Working Knowledge

Are You Satisfied With Your Business Just As It Is?

Did you know that satisfaction is the number one emotion... Read More

13 Steps to Protect Yourself from Your Bank

The success of your business is critically dependent on how... Read More

How to Profit from Business Consulting Opportunities

Business consulting opportunities might be just what your are looking... Read More

Going Public: The Process for Small and Mid-size Companies to Go Public

It's the dream of every person who starts a business... Read More

Australian Workplace Agreements - How They Work For You

The employer / employee relations environment has been constantly evolving... Read More

Taking Stock

Back when I owned an inventory-based business, one of my... Read More

Joint Venture Your Way to Extraordinary Sales!

You know what makes me really happy? Drinking a Starbucks... Read More

Women and Small Business

In the book Women and Small Business author gives all... Read More

Excuses Franchisees Make; When They Violate Exclusive Territory Agreements

One of the biggest excuses franchisees of home based and... Read More

Mobile Pressure Washing and City Contracts

Many mobile pressure-washing companies turn to government contacts to make... Read More

Specialty Advertising in C-Stores

It appears the mini-blimp indoor theme and concept is making... Read More

The Failures Guide to Small Business Success

How many "get rich schemes" have you joined? Or have... Read More

11 Things Small Business Owners Can Learn From The Miracle On Ice

1. Know Where You're Going ? Coach Herb Brooks had... Read More

Consistency with Janitorial and Cleaning Businesses

Consistency is a huge word when operating your business. I... Read More

Expanding A Mobile Car Wash Business

What is the best time to expand a mobile car... Read More

Small Business And The Ability To Find Market Place Opportunities

Marketing is one of the four corner-posts of a solid... Read More

11 MONSTROUS Small Business Marketing Mistakes and How To Avoid Them

Increase your profit potential by identifying ? and avoiding ?... Read More

SBIR - A Nice Add-on Business

If you are a small business and qualify to participate... Read More

Are You Ready to Own and Operate a Business?

How often has someone thought of starting a business based... Read More

Starting is the Hardest Part

You can't imagine how many people ask me how I... Read More

Do You Need Accounting Software for Your Small Business?

If you're anything like me then you dislike with a... Read More

Mobile Car Wash Market Opportunities in California

The current lack of industry leaders represents an exceptional opportunity... Read More

Promote Yourself More Successfully

One of the great challenges for independent professionals and small... Read More

Small Business Newsletter Dilemma: Which Day Do I Send?

If you're just ramping up your small business email newsletter,... Read More

How to Start an Office Support Service

Office support services can range from basic data entry to... Read More