MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

Effective negotiators have their ideal negotiation sequence but are flexible to possible changes, ensuring that negotiable issues are independent and not linked in a sequence. The importance of negotiating with the same elements of the game, essentially the options considered and the planning of the negotiation sequence, means that in certain negotiations what are known as "negotiating platforms" are established, in which the options to be negotiated and their order of appearance are defined in sessions prior to the negotiation.

9.8. Face-to-face behaviour

Significant differences have been observed between the negotiation behaviour of effective and average negotiators. The most significant differences are:

• Listen actively . Good negotiators spend much more time listening to the other side than arguing their reasons and positions. Effective negotiators look for what the other party's real needs and interests are, i.e. what is underneath the iceberg, in the information they receive from the other party, and to do so they use active listening techniques. A good system for effective listening is to use the following mechanisms: - Paraphrase: try to repeat what they say using other words, this will allow you to understand exactly what they are trying to convey. - Ask questions: ask what you don't understand and ask for amplifications on what you do understand, we need to know the needs of the other party and in order to be able to do so, the best way is to ask them. - We tend to censor ourselves more when asking questions than the other party does when answering. Ask about facts and things, but also ask about the other party's feelings, opinions and expectations -

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