The Art of Effective Negotiation

What is negotiation?

Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue. It is persuasive communication or bargaining.

Types of negotiation: 

• Distributive (win-lose)
• Integrative (win-win) 
• Benefits of win-win

Download also:

• Risk Management Plan Template
• Guide to Enterprise Risk Management
• Managing Your Project: Planning & Time

Six stages of negotiation:

• Establish your objectives 
• Establish other party’s objectives 
• Frame negotiation as a joint search for a solution 
• Identify areas of agreement 
• Troubleshoot disagreements: bargain & seek alternative solutions, introduce trade-offs 
• Agreement and close: summarise and ensure acceptance

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