Becoming an effective leader

Outcome 2

2.1 - Review own ability to set direction and communicate this to others

Negotiating

 

Negotiation is another element of day-to-day life in a leadership role. Confidence in negotiating will reap dividends for your team, department and organisation. The negotiating process is succinctly summed up in the following diagram:

People

What do we want?

Debate

What do they want?

Propose

What could we trade?

Bargain

What will we trade?

Essentially,  successful  negotiators  seek  to  walk  away  from  a  negotiation  with  an agreement that is a ‘win-win’, where what is agreed is acceptable to both parties.

Issues to consider in preparing for a significant negotiation are set out in the diagram below:

Types of Negotiators

Competitors

Negotiators who like to negotiate (like high collaborators) but they like it for a different reason. Negotiation presents an opportunity for them to win what they consider to be a game based on a set of practised skills. People who are weak in the competing area tend to think that negotiations are all about winning and losing.

 

 

Accommodators

Negotiators who are strongly predisposed toward accommodating derive significant satisfaction from solving other people's problems. This is a great trait to have on a negotiating team. If you are weak in terms of accommodation, you might not be interested in the other party's emotional state, needs, or circumstances. You might also try to hold out for more of what you want.

 

 

Compromisers

Negotiators who are eager to close the gap in a fair and equitable way. However, strong compromisers often rush the negotiations. Weak compromisers are often men and women of great principle. They can sometimes appear to be stubborn.

 

 

Avoiders

Negotiators who are adept at deferring and then dodging the confrontational aspects. Diplomats and politicians are often high avoiders. Low avoiders are sometimes perceived as lacking tact, and as negotiators tend to show a high tolerance for assertive, hard-nosed bargaining.

 

 

Collaborators

Negotiators who tend to enjoy negotiations because they enjoy solving tough problems. They are instinctively good at using negotiation to probe beneath the surface of a conflict.

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