four forces of negotiation by derek hendrikz
Post on 08-May-2015
175 Views
Preview:
DESCRIPTION
TRANSCRIPT
Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
4 forces of NEGOTION
www.derekhendrikz.com
Power Information
Awareness Approach
Formal Power:Position, status, qualifications, profession, etc…
Personal Power:Skill, reputation, money, confidence, people skills, EQ, IQ, etc…
Followership: How much support do you have for your position, interest and needs.... How much ‘open’ mandate are you able to secure….
www.derekhendrikz.com
P
Force 2: Informationwww.derekhendrikz.com
Know your position…
Justify your position with interest….
Understand which needs will be satisfied through
achievement of negotiated goals.
Understand the other parties position, interest and needs.
Determine the issues which are common to both parties
Identify the points of conflict
Know how to extract and get information
www.derekhendrikz.com
I
Know your timing (when to do and say what…)
Observe and read between the lines.
Pick up on the other sides strengths and
weaknesses.
Be aware of the additional benefits surrounding a
specific outcome.
www.derekhendrikz.com
Aw
Keep the objective in mind (FOCUS!!!).
Be open to explore options…
Stay positive (every problem has a solution…)
Use acceptable and understandable vocabulary.
Do not assume that words, behaviour and
mannerisms that are acceptable to you is
acceptable to all……
www.derekhendrikz.com
Ap
top related