Maria+Richter

Negotiation skills
Negotiation is something that we do all the time and is not only used for business purposes. For example, we use it in our social lives perhaps for deciding a time to meet, or where to go on a rainy day. Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. Communication is always the link that will be used to negotiate the issue/argument whether it is face-to-face, on the telephone or in writing. Remember, negotiation is not always between two people: it can involve several members from two parties. There are a few things that have to be considered. Therefore there 10 Negotiation Skills we have to look at in order to have smooth and successful negotiations.

The Win/win Approach is about changing the conflict from adversarial attack and defence, to co-operation. It is a powerful shift of attitude that alters the whole course of communication.
 * __1. Win Win Approach__**

The Creative Response to conflict is about turning problems into possibilities. It is about consciously choosing to see what can be done, rather than staying with how terrible it all is. It is affirming that you will choose to extract the best form of the situation.
 * __2. Creative Response__**

Empathy is about rapport and openness between people. When it is absent, people are less likely to consider your needs and feelings. The best way to build empathy is to help the other person feel that they are understood. That means being an active listener. There are specific listening activities relevant to different situations – information, affirmation or inflammation.
 * __3. Empathy__**

4. **__Appropriate Assertiveness__** The essence of Appropriate Assertiveness is being able to state your case without arousing the defences of the other person. The secret of success lies in saying how it is for you rather than what they should or shouldn´t do. “The way I see it…”, attached to your assertive statement, helps. A skilled “I” statement goes even further.

When faced with a statement that has potential to create conflict, ask open questions to reframe resistance. Explore the difficulties and then re-direct discussion to focus on positive possibilities.
 * __5. Co-operative Power__**

If you are angry, hurt or frightened you have to ask yourself some questions and follow some goals before going into a negotiation. So that you are calm and concentrated on the main topic and don´t get led by your emotions.
 * __6. Managing Emotions__**

Define briefly the issue, the problem area, or conflict in neutral terms that al would agree on and that doesn´t invite a “yes/no” answer. Be prepared to change the statement of the issue, as your understanding of it evolves through discussion or to draw up other maps of related issues that arise.
 * __7. Mapping__**

What is the range of options? To clarify a issue it could be helpful to break the problem into smaller parts. Also building a solution together can strengthen the win/win feeling. Before you go into a negotiation you should also consider what option you´ve got if you can´t come to an agreement.
 * __8. Designing Options__**

It is important to be prepared in advance. Consider what your needs are and what the other person´s are. Consider outcomes that would address more of what you both want. Commit yourself to a win/win approach, even if tactics used by the other person seem unfair. Be clear that your tasks will be to steer the negotiation in a positive direction.
 * __9. Communication Skills__**

Just as we are unique and special, so are other people. We all have distinctive viewpoints that may be equally valid form where we stand. Each person´s viewpoint makes a contribution to the whole and requires consideration and respect in order to form a complete solution. This wider view can open our eyes to many more possibilities. It may require us to change the mind chatter that says: “For me to be right, others must be wrong.”
 * __10. Broadening Perspectives__**

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