Negotiation Skills
Negotiation Skills
Assignment
10/28/2010
Sofian Dahshan
NEGOTIATION SKILLS | Assignment
“We cannot negotiate with those who says whats mine is mine and whats yours is negotiable!”
“During 2005, American Hospital handled about 200 job offers for nursing assistants, research scientists, and a number of other employees. All but about 10 of these candidates took the initial offer without attempting to negotiate for something extra or more. Clark, the HR Manager, was delighted, but puzzled. The job applicants apparently did not realize that the offers Clark made were just starting points. She says, laughing, “I don’t say anything if they don’t.”
EXECUTIVE SUMMARY
Negotiation is defined as “a talk with others in order to reach an agreement”.
As long as you use the right approach, you will always have successful negotiations. Right? Wrong. Because negotiation is an art not a science, you have no guarantee that the combination that worked so well the last time, will work this time. Circumstances change and so do the other parties.
The approach of a deadline, the addition of new information, changing economic conditions or a change in the negotiating team all affect negotiations. The failure to recognize these changes affects one’s negotiating ability. Each negotiating situation is UNIQUE and should be treated as such.
A lot of people have the misconception that every negotiation involves money. Negotiating does not always involve money, you negotiate everyday. Anytime you want something from someone else, and anytime someone wants something from you, you are negotiating.
Our study in this assignment will cover phases of negotiation: Preparation, Sharing , Bargaining/Haggling, Closing & Commitment along with a practical example from a scenario description of real life experience of Allison who want to take up the offer of Company X? In retrospect, the solution seemed obvious to Mike and Allison, where both are colleagues.
SCENERIO
Assignment
10/28/2010
Sofian Dahshan
NEGOTIATION SKILLS | Assignment
“We cannot negotiate with those who says whats mine is mine and whats yours is negotiable!”
“During 2005, American Hospital handled about 200 job offers for nursing assistants, research scientists, and a number of other employees. All but about 10 of these candidates took the initial offer without attempting to negotiate for something extra or more. Clark, the HR Manager, was delighted, but puzzled. The job applicants apparently did not realize that the offers Clark made were just starting points. She says, laughing, “I don’t say anything if they don’t.”
EXECUTIVE SUMMARY
Negotiation is defined as “a talk with others in order to reach an agreement”.
As long as you use the right approach, you will always have successful negotiations. Right? Wrong. Because negotiation is an art not a science, you have no guarantee that the combination that worked so well the last time, will work this time. Circumstances change and so do the other parties.
The approach of a deadline, the addition of new information, changing economic conditions or a change in the negotiating team all affect negotiations. The failure to recognize these changes affects one’s negotiating ability. Each negotiating situation is UNIQUE and should be treated as such.
A lot of people have the misconception that every negotiation involves money. Negotiating does not always involve money, you negotiate everyday. Anytime you want something from someone else, and anytime someone wants something from you, you are negotiating.
Our study in this assignment will cover phases of negotiation: Preparation, Sharing , Bargaining/Haggling, Closing & Commitment along with a practical example from a scenario description of real life experience of Allison who want to take up the offer of Company X? In retrospect, the solution seemed obvious to Mike and Allison, where both are colleagues.
SCENERIO