Business
Skills Module: Competent Negotiation
Goal
Knowing the principles of
appropriate negotiating and being able to use them in all negotiations
Examples of Use
The principles of
appropriate negotiating are often used in situations concerning initiating a
contract. However they are always helpful for IT-professionals when they have to
deal with the customer’s other points of view.
Contents
“We’ll see“
is not enough − how do I prepare for a negotiation?
Principles of
appropriate negotiating – what discussion strategies are useful?
Sending and
receiving signals – how do I appear in a discussion and how can I assess my
negotiating partner?
Positively
building the relational level – how can I make the negotiation personally
comfortable despite technical difficulties and differences?
Releasing
frozen negotiating positions – in what way can I bring creativity and
flexibility into the negotiation?
Looking for
win-win solutions – how do I arrive at agreements that consider my interests
and those of my negotiating partner?
Alternative
strategies – what do I do when I cannot reach an agreement with my discussion
partner?
Unfair or
uncomfortable negotiating from your partner – how can I appropriately react to
it?
Quality of the
negotiating results – how do I make sure that the agreement is clear for both
of us? What should I document and how?
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