Strengths & Weakness in Negotiation

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There are many factors that help to create a great and effective negotiator. A negotiator's relative strength is determined by the quality and extent of his/her preparation. The better you understand your interests (why you want what you want); and the better you understand the interests of other parties (why they want what they want), the greater the chance you will be able to reach an desirable solution which leaves the parties feeling as if each has achieved the major portion of their goals. A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate again with him/her. If people leave a negotiation with you thinking they never want to see you again, then you are a poor negotiator. A negotiator needs to understand that different issues should be treated as having different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates; and it is always true that good communication is a fundamental measure of a negotiator's strength. A good negotiator makes her/his points clearly understood by other parties. A better negotiator makes understanding other parties her/his top priority.


Prior to the workshop I thought I was a very strong and effective negotiator. I always seem to get everything I wanted, but at what cost! I learned that I had many areas that needed to improve so I could become a more effective negotiator. One of my strongest strengths would be preparation. I have always taken the time to prepared. If that means working late into the night I will do it. My worst nightmare is to be caught off guard and not know or understand my clear position. I don't like surprises and this helps me to be highly effective. I will research the company thoroughly. I might contact current and past customers to ask questions about their relationship. I like to write out my strategies and what I want to achieve in the negotiations. This helps me to keep on task. I always felt that I was a strong negotiator because I typically get what I want. I had to think deeper on this one since the workshop. Am I a strong effective negotiator or am I just strong and stubborn and don't give in easily. I rarely went into a negotiation with a reservation point. In my new role at EIPS I did initially take on a win/lose mentality. Due to the hard economic times it was driven into me by the Leadership Team that I need to prove my worth by documenting how much money I could save. I worked very hard to negotiate very great pricing agreements and contracts but at what cost? Did I care about the company I was dealing with or did I just want the best outcome for me and my organization. A weakness I have come to realize would be my determination to get the best possible deal for my organization and by taking on a win/lose approach. I do have to be strong and work towards negotiating strong contracts and agreements for my organization but I also need to be more perceptive of the needs of the company I'm negotiating with. Another weakness I find that I have is a lack of patience. I find that in my business often times I end up negotiating with sales reps that seem to lack knowledge of their own companies they are hired to represent. They are often not prepared. They clearly don't know what their position should be in negotiations and it tends to be a huge waste of time. I hate wasting time negotiating when all is said and done, usually several hours later, you're no closer to a resolution then when you begun. I was dealing with a company on a partnership discount. On our third meeting there still wasn't anything decided I was very frustrated. When he called to book a fourth meeting I told a white lie and told him my bosses we getting angry and frustrated with the lack of progress. This was untrue but I wanted to wrap this one up and move on. I...
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