MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

When negotiating, it is necessary to know what our needs are and to distinguish them from our desires and objectives. Needs in negotiation are those agreements that we have to reach inevitably and sometimes at any cost. A good way to identify our needs is to ask ourselves what will happen if we do not reach an agreement? If the consequence of non-agreement is serious, there is a need. For example, a marketing manager will need board approval for his or her plan. It is important to consider all kinds of needs, whether they are economic, strategic or psychological (e.g. the need to come out stronger against a pressure group), so it will be necessary to analyse all of them before negotiating any agreement. On the other hand, all conflicting parties in a negotiation do not necessarily have needs, although we will always find wants. Wants are those fantasies about expected agreements that would largely meet our expectations. Finally, it should be noted that the objectives are the agreements that we reasonably consider would be acceptable. They are the explicit positions that will be negotiated, they are the concrete embodiment in demands of our needs and desires; in short, they are the tip of the iceberg described above.

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