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Understand the fundamental principles that underpin
the different types of negotiation; |
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Appreciate the limitations of distributive, competitive
bargaining and the value enhancing, relationship building
qualities of integrative or principled negotiation; |
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Know how to distinguish between positions and interests,
the latter being the building blocks of lasting agreements; |
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Understand how to delay premature thought closure long enough
to enable the negotiation to become a process of joint opportunity
finding whereby options for mutual gain are envisioned and
value in excess of the initial expectations of the parties
is created; |
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Be more aware of the relative importance of verbal and non-verbal
communication in establishing a negotiation climate that is
conducive to building long term relationships; |
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Be more adept at constructively and creatively dealing with
relational problems and conflict in ways that separate the
people from the issues at hand; |
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Understand the tactics and ploys that are often used in
a negotiation and how to respond to such tactics and ploys; |
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Be better equipped to apply the universal principles of
persuasion that leading social scientists such as Robert Cialdini
have over the past fifty years researched and documented; |
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Appreciate and be equipped to undertake the structured planning
that must precede any negotiation |
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Know how to deploy and counter power in a constructive manner
in a negotiation; and |
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Be confident to use principled negotiation in you formal
and informal interactions inside and outside your organisation. |
