Negotiation in detail

Positive examples

• Work with individuals or customers to ensure an agreement is reached which is satisfactory to both parties
• Establish and overcome obstacles/difficulties in order to gain agreement
• Listen and confer with individuals/groups

Negative examples

• Fail to establish an agreement satisfactory to both parties
• Not identify obstacles or barriers to acceptance
• Not look for compromise, aims solely to win

Developing negotiation

• Consider what are the attributes of a good negotiator
• Develop an approach for a particular negotiation and walk it through with someone who is a good negotiator
• Identify someone who you know to be a good negotiator and ask to sit in on one of their sessions

Helping others to develop negotiation

• Help the individual identify personal style of negotiation through discussion regarding successes and failures
• Discuss with the individual the attributes of good negotiators
• Ask the individual for advice on how you could negotiate with someone else
• Spend time with the individual to assist in preparation for a negotiation
• Set the individual the objective of persuading a group to accept a change in procedure