MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

Inexperienced negotiators tend to be overly concerned with their own deadlines and underestimate those faced by their opponent. When we have to stick to those that are not openly set by your opponent, we should first of all ask ourselves whether it is possible to extend them, and then whether or not our opponent is aware of them.

10.4.2. Negotiations outside the city

Time is a particularly influential factor when negotiating in another city and especially abroad. If in negotiations one of the parties has flown from a distant city and has to return at a specific time in order to catch the plane, the inevitability of departure poses a strict and objective deadline for both parties. In any case, in these cases, it is the traveller who receives the most pressure, although sometimes the pressure works in the opposite direction, depending on the degree of need to reach an agreement, as described in the first chapter of this course.

10.5. Some questions and data needed before Negotiating

A good way to prepare for a negotiation is to always have a list of questions to help focus your planning. Each negotiation may require different information, and each negotiator should certainly create his or her own set of questions.

As a guideline, here are a few that may be useful:

• What are my needs? • What are my goals and wishes? • What is the power relationship between the two parties? • Do I have defined trading limits? • What should be the needs and wishes of the other party? • Is it compulsory to reach an agreement? • What will happen if no agreement is reached?

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