1. Your aim in a negotiation is …
a) to find the greatest area of agreement in the joint interests of both parties.
b) to win and to make the other side lose.
c) to find the best deal for your side.
2. When the other side is talking, you …
a) use the information you are hearing to identify weaknesses in the other party.
b) plans what you are going to say next.
c) listen with maximum attention.
3. You think that …
a) part of the available time must be spent socialising and getting to know the other side.
b) goodwill is important but the speed of the meeting should be quick and businesslike.
c) the meeting should get down to business as soon as possible and reach quick decision.
4. When you speak in a negotiation you…
a) make bold and forced statements, possibly banging the table.
b) make carefully-considered statements in a calm, controlled voice.
c) are occasionally forceful and inflexible.
5. If the other side disagree with you, you…
a) try hard to find a creative position by modifying your position.
b) repeat your demands and will not concede – your objective is to make the other side give in.
c) reshape your offer without fundamental changes.
Unit 13
6. If the other side state an opinion you disagree with, you …
a) tentatively suggest an alternative.
b) ask for clarification and explanation.
c) ridicule it with sarcasm.
To see which kind of negotiator you are, calculate your total:
| answer
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| b)
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Your score ___________
| If your score:
| 15 or more
| you
| are a creative negotiator
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| 11-14
| negotiate to independent advantage
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| 7-10
| are a fighter!
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| less 7
| should get a gun license!
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Exercise 2. Complete the following questionnaire.
This short questionnaire draws attention to some of the key attitudes and behaviours that are important for negotiating to be successful.
Students’ answers here will enable them to identify what they need to improve in order to become a better negotiator.
ARE YOU A GOOD NEGOTIATOR?
1 = strongly disagree 10 = strongly agree
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| 1.
| I can stay cool when I am in the middle of a conflict.
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| 2.
| I am willing to compromise when I have to.
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| 3.
| I realise that others have needs.
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| 4.
| I am very patient.
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| 5.
| I can identify the most important issues quickly.
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| 6.
| If necessary, I can remain calm when I am being personally attacked.
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| 7.
| I am willing to research and analyse issues carefully.
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| 8.
| I believe in and work towards situations where both sides can win.
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| 9.
| I can deal with stressful situations.
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| 10.
| I am a good listener.
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Unit 13
TOTAL:
| If your total score:
| 80 or above
| you
| are aware of most of the important issues in negotiation and have the makings of a good negotiator.
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| between 60 –79
| will make a good negotiator but there are some areas that you need to improve.
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| below 60
| may want to rethink some of your attitude about negotiation and get some additional training.
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Exercise 11. Match the following skills with the ten questions from the questionnaire above.
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| a)
| Self-control is a key quantity – you should be careful not to let emotional reactions influence your judgment.
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| b)
| Reaching calmly to criticism will help to increase the chances of a successful outcome.
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| c)
| Being able to reach a compromise is a critical ingredient and it is important to understand that you may have to make concessions.
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| d)
| Being able to deal with stress will enable you to remain composed during a negotiation.
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| e)
| Looking for a solution that can benefit both parties is the key to win-win negotiating.
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| f)
| Understanding the position of the other side is essential if you are going to reach an agreement.
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| g)
| Doing the background research before entering a negotiation means that you will be able to anticipate problems that may arise and the positions people will adopt on certain issues.
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| h).
| Distinguishing what is important from what is not helps to focus on the main issues.
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| i)
| Listening carefully to what people have to say is essential in order to understand exactly what they are expecting from you and to seek clarification where necessary.
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| j)
| Allowing time for arguments to be developed and not making hasty decisions are two important qualities.
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