Negotiation I
“The objective of negotiating is to consistently achieve better outcomes for both sides”. – pmi.org
Contributor: Edison Guerraperez
Reference: Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy. Newtown Square, PA: Project Management Institute.
Reference: A Guide to the Project Management Body of Knowledge (PMBOK Guide®)
Reference: Effective Negotiating® by Dr. Chester L. Karrass
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NEGOTIATION I
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Question 1 of 22
1. Question
1. I practice active listening to truly understand the other party’s needs, concerns, and perspectives, which helps me develop a better negotiation strategy.
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Not like me More like me
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Question 2 of 22
2. Question
2. I aim to define a successful result in a particular negotiation and share it with my team as early as possible.
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Never Always
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Question 3 of 22
3. Question
3. I aim to identify all decision-makers early in a negotiation and direct my attention to what is important to them.
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Hint
Identifying all decision-makers early in a negotiation is a savvy move. By doing so, you can ensure that you’re engaging with the individuals who have the authority to make key decisions, thus avoiding potential roadblocks down the line. Once you’ve identified them, directing your attention to what’s important to each decision-maker demonstrates your commitment to understanding their priorities and concerns. This approach can help you tailor your negotiation strategy to address the specific interests of each stakeholder, ultimately increasing the likelihood of reaching a mutually beneficial agreement. It’s a smart way to navigate the negotiation process effectively!
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Question 4 of 22
4. Question
4. I frequently set negotiation goals and leave space for concessions, the opportunity to return, or the option to ask for more.
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Never Always
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Question 5 of 22
5. Question
5. knowing my limits lets me know when to continue or leave a negotiation.
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Never Always
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Question 6 of 22
6. Question
6. I always prepare before a negotiation to be ready for any requests or demands from the other side.
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Question 7 of 22
7. Question
7. Time is essential during negotiation as it is needed to understand the other party’s needs and limitations.
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Disagree Agree
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Question 8 of 22
8. Question
8. There is almost always a third way of doing things where no one loses.
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Disagree Agree
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Question 9 of 22
9. Question
9. I understand that reaching a satisfactory agreement for both sides takes time and thinking.
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Disagree Agree
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Question 10 of 22
10. Question
10. I strive to build confidence and credibility on the opposite side fostering trust and cooperation.
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Hint
Building confidence and credibility on the opposite side is crucial for fostering trust and cooperation in negotiations. One way to do this is by being transparent, honest, and consistent in your communication and actions. Providing accurate information, delivering on promises, and demonstrating expertise in your field can also help establish credibility. Additionally, showing empathy and understanding towards the other party’s concerns can go a long way in building rapport and confidence.
Another important aspect is to actively listen to their needs and perspectives, showing that you value their input and are genuinely interested in finding a mutually beneficial solution. By consistently demonstrating integrity, competence, and respect throughout the negotiation process, you can earn the trust and confidence of the other party, making it easier to reach a favorable outcome for both sides.
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Question 11 of 22
11. Question
11. I make an effort to meet with everyone who could have an impact on the negotiation.
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Never Always
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Question 12 of 22
12. Question
12. I consider all stakeholders and how they will be impacted by the agreement I could reach.
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Never Always
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Question 13 of 22
13. Question
13. I usually ask the stakeholders what it means for them to have a successful negotiation.
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I never do it I always do it
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Question 14 of 22
14. Question
- Before negotiating, I look to know more about the other side’s options and the starting and desired endpoints.
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Disagree Agree
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Question 15 of 22
15. Question
15. I aim to build trust and credibility through open and honest communications.
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Disagree Agree
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Question 16 of 22
16. Question
16. I invite the other side to consider options offering more for both sites.
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Disagree Agree
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Question 17 of 22
17. Question
17. I set my initial offer higher than my final objective to leave room for negotiation.
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Disagree Agree
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Question 18 of 22
18. Question
18. I always verify the assumptions presented, differentiating facts from beliefs.
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Disagree Agree
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Question 19 of 22
19. Question
19. I avoid assuming my initial target is too high.
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Disagree Agree
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Question 20 of 22
20. Question
- I prefer not to accept the first offer presented to me, as it allows me to keep my options open and explore other possibilities.
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Hint
This approach allows you to gather more information about the other party’s preferences, constraints, and willingness to compromise, which can be invaluable in shaping your negotiation strategy. It also gives you the chance to present counteroffers or explore alternative solutions that better align with your objectives.
However, it’s important to strike a balance between assertiveness and flexibility during negotiations. While it’s beneficial to explore other options and push for a more favorable outcome, being too rigid or dismissive of the other party’s proposals can hinder progress and damage the relationship. Maintaining open communication and a collaborative mindset can help facilitate constructive negotiations and lead to mutually beneficial agreements.
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Question 21 of 22
21. Question
- “Never give a concession without obtaining one in return.”
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Disagree Agree
Hint
Dr. Karrass.
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Question 22 of 22
22. Question
22. A critical aspect of my negotiation techniques is asking questions while utilizing tools such as pro/con worksheets, humor, and strength.
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