In negotiation or
in bargaining, there are many techniques a negotiator might do when trying to
come up with a deal or solution. There were three videos on YouTube that I
watched that helped people know how to separate the person from the problem,
having a best alternative to a negotiated agreement, handling dirty tricks and
using objective criteria. The lessons from the video helped me further my
knowledge on how to negotiate a business deal and knowing how I should behave
when in a negotiation.
In the
“Entrepreneurship-Part 7: Negotiation” it tells the viewer to have a filing
system for any negotiation deals and have a paper trail. When negotiating deals
the wording has to be specific because it can be interpreted any way it can
suit either you or the opponent. When you go to a negotiation the client and I
want to get something out of this negotiation and if not we should have a
BATNA. The speaker in the video also recommends not getting into a battle or
contest of wills with their opponent in negotiations because it does not help
resolve the issue.
When trying to
come up with my Best Alternative to a Negotiated Agreement I have to make sure
that I don’t think about just the price but what other areas I can use in
bargaining. I need to make sure what the BATNA for both sides are. Something I
need to keep doing is to write everything down in all negotiations and know
keep the information updated. It makes it easier for me remember in the long
term of what the details are in a contract or deal. I learned to also use trade
publication magazines as a source of objective standards in negotiations. One
of the issues I know I will have to deal with is the pay rate for the free-lancers
I would employ. In order for us to work together and avoid any confrontation or
disagreements, I would research the local pay rate for the job role that person
would be taking.
In “Getting to YesNegotiation”, it lets the viewers know to be aware of your emotions be
sensitive to where they are when you go into a negotiation. I also need to
understand and acknowledge the other person. One of the things I learned is
that people do not listen in negotiations. People assume that they need to be
soft on the problem and on the person when in a negotiation. Sometimes
negotiators need to take a step back from the issue and try to see it from
their opponent’s view. This will help see the other person’s perception in a
negotiation. Three issues that are problems in bargaining for people are
emotions, perceptions and communication.
In this video, I
learned to be hard on the problem not the person. I will have to know to tackle
on the negotiation and be careful of not insulting or hurting the other
negotiator’s emotion. If any personal attacks are done during the negotiation
then nothing will get resolved. Any relationship or trust would be gone by any
personal attacks taken during the negotiations. I will also need to know how to
communicate properly because information or any details can be misconstrued in
the manner that I speak to a person. I have to make sure that I listen to the
other person and not be disrespectful by having selected hearing. During the
video, various scenarios were shown to the viewers that became very helpful.
One of the negotiations, helped me realize how easy someone can drift away in a
conversation and have selected hearing. By having selected hearing in a
negotiation, everyone can get frustrated and emotions can run high.
In
“Handling Conflict in Negotiations”, the speaker talks about the five conflict
modes and using them in any negotiations. The first mode he speaks about is
accommodating and its benefits in negotiations. He does not recommend this as a
style but to use it in certain situations.
When you collaborate, it takes time to come to a mutual agreement on
negotiations. The speaker also showcases the four principles of interrogative
negotiations: “separate the people from the problem, focus on interests ratherthan positions, invent options for mutual gain and insist that the agreement bebased on objective criteria.” The speaker also discussed the different types of
dirty tricks that are commonly used by some negotiators in a bargain.
In this video, the
speaker identifies the different dirty tricks people use when bargaining. In
order for me to stay a step ahead when dealing with someone that bargains
utilizing dirty tricks I would have to take my time and do my research to make
sure that no false information is given. I would also get to know the person
that I am dealing with and inquire if they have a supervisor that approves
deals made in the negotiations. I learned to let the other person know that you
are aware of the dirty tricks being done in the negotiation and take a break to
calm things down. I would not attack the person but I would attack the problem
just like when I separate the person from the problem.
