Business Communication for Career

Readiness
The Art of Negotiation
Module 3

with Sue Robins, M.S.

Behaviors of Negotiators
 Behaviors of Negotiators
• Listening
Behaviors of Negotiators
• Listening
• Questioning
Behaviors of Negotiators
• Listening
• Questioning
• Empathizing
 Behaviors of Negotiators
• Listening
• Questioning
• Empathizing
• Planning
Listening
 Listening
• Verbal and non verbal communication
 Listening
• Verbal and non verbal communication
• Use attending behaviors
 Listening
• Verbal and non verbal communication
• Use attending behaviors
• Paraphrase for understanding
Questioning
 Questioning
• Ask many questions
 Questioning
• Ask many questions
• Shares information
 Questioning
• Ask many questions
• Shares information
• Builds report with counterpart
 Questioning
• Ask many questions
• Shares information
• Builds report with counterpart
• Be prepared
 Questioning
• Ask many questions
• Shares information
• Builds report with counterpart
• Be prepared
• Make plans
Types of Questions
 Types of Questions
• Closed ended
– Initiates conversation, gain concession,
confirmation
 Types of Questions
• Closed ended
– Initiates conversation, gain concession,
confirmation
• Open ended
– Used for seeking information, seeking to
reveal, influence perspective
Prepare for a Meeting
 Prepare for a Meeting
• Determine goals
 Prepare for a Meeting
• Determine goals
• Plan questions and topic flow
 Prepare for a Meeting
• Determine goals
• Plan questions and topic flow
• Take notes
 Prepare for a Meeting
• Determine goals
• Plan questions and topic flow
• Take notes
• Note body language
Empathy
 Empathy
• Understand your counterpart
 Empathy
• Understand your counterpart
• Enhances options
Always Have a Plan
 Always Have a Plan
• Plan timing
• Plan questions
• Plan agenda
• Plan location
• Plan seating
• Plan stalling tactics
• Plan for unforeseen responses
• Plan for enhancing power
Interaction
 Interaction
• Model appropriate behavior
 Interaction
• Model appropriate behavior
• Keep professional
 Interaction
• Model appropriate behavior
• Keep professional
• Focus on interests
 Interaction
• Model appropriate behavior
• Keep professional
• Focus on interests
• Maximize goals for both parties
 Interaction
• Model appropriate behavior
• Keep professional
• Focus on interests
• Maximize goals for both parties
• Change focus of conversation to interests