Negotiation

Competitive approach to win-win negotiation
Chapter 6
p.7
OK, now when do I use the competitive approach to Win-Win negotiations.
In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.
In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.
Win-Win Agreement
1. Begin with a plausible demand or offer
2. Frame the outcome of the demand or offer in positive terms
3. Keep issues and concessions linked
4. Be patient
5. Know when to quit, have your BATNA ready
6. Use impasse breakers
Try an “If-then” agreement
Get the group focussed on a common goal
Invite criticism of ideas instead of defending them
Make a “Last and Final offer”
7. Use a deadline
8. Make small concessions gradually
9. Establish an appeal to legitimacy
Don’t leave before all agreements and concessions are on pape

Competitive approach to win-win negotiation

Chapter 6 p.7

w&t_question

I Ask

OK, now when do I use the competitive approach to Win-Win negotiations?

w&t_exclamation

I Answer

In some cases business transactions do not necessarily involve exploring new options but focus on bargaining in pursuit of the best value for both parties.

In such cases doing your pre-negotiation preparation thoroughly and following the guidelines below, will help you reach Win-Win agreements.

Win-Win Agreement

  1. Start with a plausible demand or offer
  2. Frame the outcome of the demand or offer in positive terms
  3. Keep issues and concessions linked
  4. Be patient
  5. Know when to quit, have your BATNA (fall-back position or best alternative to a negotiated agreement) ready
  6. Use impasse breakers
    • Try an “If-then” agreement
    • Invite criticism of ideas instead of defending them
    • Make a “Last and Final offer”
  7. Use a deadline
  8. Make small concessions gradually
  9. Establish an appeal to legitimacy

w&t_ch6_v_competitive_approach_to_win_win_negotiation

w&t_elephant

I Advise

Don’t leave before all agreements and concessions are on paper.

Effective team skills
Equip a team with effective team skills for maximum contribution
Chapter 6 p.1
You have often referred to Teams and Team Members.
What must I do to become an effective team member?
A team is composed of a number of individuals
working towards a common goal.
In the life of any team certain needs or problems crop up from
time to time. Sometimes a need for creativity arises;
issues arise that need to be resolved within the team;
different interests or points of view have to be reconciled to ensure maximum gain.
Equipping each team member with effective Team Skills will ensure maximum contribution by each member to the team process and ensure that the team adds maximum value to the customer and other stakeholders … And ultimately adds value to themselves.
Once again we present a MIND MAP to guide us on a journey through the most important principles which effective team members should master.
Remember however that an understanding of all the other skills described in this book are essential for the effective operation of teams.
Effective team skills:
The Issue Resolution model
The Six Thinking Hats
Win-Win Negotiation for maximum joint gain
Common problems with meetings
Conflict management
Creative and objective problem solving
Decision making model

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team player skills

Effective Team Player Skills

Equip team members with effective team player skills for maximum contribution

(See also: Seven habits of highly successful people)

Effective team skills

This info sheet work in a question and answer fashion. First we ask the most common question on team player skills and then provide answers with detailed explanations.

team player skills

Ask

You have often referred to Teams and Team Members.

What must I do to become an effective team member?

team member skills

Answer

A team is composed of a number of individuals working towards a common goal.

In the life of any team certain needs or problems crop up from time to time. Sometimes a need for creativity arises, issues arise that need to be resolved within the team, different interests or points of view have to be reconciled to ensure maximum gain.

effective team working skills

Effective Team Working Skills

Equipping each team member with effective team skills will ensure maximum contribution by each member to the team process and ensure that the team adds maximum value to the customer and other stakeholders … And ultimately adds value to themselves.

effective team member

Explain

We provide a list of effective team member skills below to guide you on a journey through the most important principles that effective team members should master.

An understanding of all the other skills mentioned below are essential for the effective operation of teams.

Effective team skills