MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

9. N egotiation as a process . T echniques

We are going to look at the basic concepts of negotiation as a process aimed at achieving a predetermined objective that we cannot achieve without the cooperation of our opponents. It is the benefit for all parties. In this regard, we will discuss the typologies of negotiation and the strategies, needs, desires and positions of each party in the process. The search for common ground and its existence will be fundamental to the success of the process, as well as interest-based negotiation.

In negotiation, it will be essential to take into account the costs and the value of the concessions at stake for each of the negotiators.

We will also see what the behaviour of a good negotiator should be, highlighting the aspects that contribute to guaranteeing a good negotiation process, such as active listening, proposing alternatives or asking questions. In order to obtain the best results, it is necessary to know how to set limits, plan possible sequences and define the main objective of the negotiation. What elements can be modified during the negotiation and what is the breaking point for not modifying them during the negotiation.

Finally, we will emphasise that listening is part of the communication process and when negotiating it becomes an essential part of the process.

9.1. Negotiation as a process

Negotiation is a game, in which the rules are only partially written. A negotiation process involves knowing the reality but not the whole reality. It means giving and expecting to receive, establishing the rules of the game in each new negotiation and

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