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Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
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Negotiate Like a P.R.O.
Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success. The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon. 1. Purpose Knowing why you are engaged in a negotiation may seem obvious in some situations (to buy a lamp, to stop a fight, etc.), but more complex negotiations generally have more complex purposes. Ask yourself: -Why am I negotiating? -What are the potential benefits? -What do I ultimately hope to achieve? 2. Result/Relationship Balance A "transaction" is high result/low relationship - we get what we want, and the other person is incidental to the exchange. Buying a used car is generally a "transaction". "Relationship-builders" are meetings, calls, and exchanges of value where developing the relationship between the two parties is far more important than the actual tangible "result" outcome. Early meetings in any project are usually "relationship-builders" - what gets done is far less important than connections being made. A true "Deal" is where there is a high emphasis on both getting what you want and enhancing your relationship for the future - this "win/win" thinking takes more time and effort, but is essential in any sort of long-term agreement. Successful political (and marital!) negotiations are always predicated on achieving this balance. Give yourself the following test: If you had 20 points to distribute between creating the Result you want and enhancing the Relationship, how would you do it? Example (Result/Relationship): 15/5 - Transaction 5/15 - Relationship builder 10/10 - Deal 3. Outcomes and Options When it comes to negotiation, having a clear outcome, goal, or target in mind has been shown to be one of the primary determinants in how things come out. Ask yourself the following questions: -What specifically do I want? -What specifically do I think they want? -What are some plausible options that will get us both what we want? Bonus Tip:If you're using this to prepare for an important negotiation, take some extra time to answer the questions AS IF you were the other person in the negotiation. You will be pleasantly surprised at the insights you gain from this process. Have fun, learn heaps, and the next time you negotiate, do it like a P.R.O.! Michael Neill is a licensed Master Trainer of NLP and has written over 450 articles on in the areas of business success, money, relationships, health, happiness, well-being, and spirituality. His weekly coaching column is reprinted in newspapers and magazines throughout the world, and can be found online at http://www.geniuscatalyst.com
MORE RESOURCES: Hamas says disarmament ‘not up for negotiation’ ahead of talks with Egyptian mediators The Times of Israel China denies existence of tariff negotiation with US Global Times Sphere Shares Jump on Debt Negotiation News, Music Stocks Up Overall as Tariffs Confusion Eases Billboard 'US should stop creating confusion': China eases some tariffs, denies Trump's negotiation claims Deccan Herald Ambassador Greer Issues Statement on Trade Negotiation Progress with India United States Trade Representative (.gov) Iran and the U.S. hold negotiations over the Islamic Republic's rapidly advancing nuclear program Fortune The Effect of Delaying the Selection of Small Molecule Drugs for Medicare Drug Price Negotiation KFF Kremlin sees ‘breakthrough’ in Ukraine negotiation after Putin’s meeting with Trump envoy EL PAÍS English Pope urged ‘reason and honest negotiation’ over conflicts — homily The Times of Israel Negotiations between Iran, US over Tehran’s nuclear program set to return to Oman The Times of Israel When should six drugs count as one? The answer could be a big deal for pharma companies statnews.com China issues a stark trade warning to Japan and Taiwan as they negotiate tariffs with the U.S. Fast Company Time Is Ticking For Trump To Negotiate Trade Deals Investopedia Iran’s defense capabilities not subject to negotiation with U.S.: Foreign Ministry spokesperson IRNA English Trump's negotiation spiderweb Belsat.eu The Trump-Putin Negotiations Geopolitical Futures Translation of "Negotiations: the Power of Diplomacy" unveiled at Muscat International Book Fair Tehran Times Trump slams Zelenskyy for rejecting Ukraine-Russia negotiations, saying a deal was 'very close' NBC News Iran and US envoys hold 1st negotiation over Tehran's nuclear program, and talk face-to-face AP News Trump tariffs live updates: China eases chip tariffs as US signals quick trade deal with South Korea Yahoo Finance Nursing news and resources Washington State Nurses Association Nico Iamaleava ‘felt betrayed’ by contract negotiation leaks, per report Saturday Down South Board Votes to Send SSA Offer to Recorder, Outlines Timeline of Negotiations to Date Maricopa County (.gov) Budget policy negotiations see progress NEWS10 ABC Iranian Foreign Minister launches book on negotiation skills in Muscat before talks with US thenationalnews.com Letter: Some people clearly don't understand trade negotiations Yakima Herald-Republic What do 'expert level' talks signal for the progress of the Iran-US nuclear negotiations? - ABC News PON Live! The MIT AI Negotiation Competition: Negotiation Theory Meets AI Harvard Law School Second Set of Part D Drugs for Medicare Negotiation Includes Blockbuster Diabetes and Weight-Loss Drugs Medicare Rights Center 49ers TE George Kittle Disputes Report About his Contract Negotiation Sports Illustrated U.S.-ROK Negotiations: An Opportunity to Reset on Trade, Investment, and Technology CSIS | Center for Strategic and International Studies Negotiations between Iran and the US over Tehran's nuclear program return to secluded Oman Santa Fe New Mexican Vestal teachers, supporters rallied amid contract negotiations. What's on the table Press & Sun-Bulletin Economic partnership deal with Japan under negotiation Hürriyet Daily News 'Trump chickened out' trending on Chinese social media as China says no tariff negotiation going on with Times of India China denies negotiations with US on tariffs, rejects pressure EFE - Agencia de noticias U.S. negotiating position on Iran in flux as talks continue The Washington Post China Says There Are No Negotiations With US Over Tariffs Transport Topics China Says There Are No Negotiations with U.S. Over Tariffs Manufacturing.net Budget policy negotiations see progress NEWS10 ABC I Negotiate up to $30,000 More in Every Job Using 'Door-in-the-Face' Business Insider Gregg Roman Discusses U.S.-Iran Nuclear Negotiations on Scripps News Middle East Forum How Trump’s Fed Fight May Undermine His Trade Negotiations The New York Times |
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