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  • Business Communication For Career Readiness

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    Rabih Souaid
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    This document provides an overview of key concepts in negotiation, including value, fairness, success, and emotion. It discusses that value in a negotiation includes factors like price, delivery terms, packaging, and staffing considerations. Fairness is different for every negotiator and involves communicating what is fair and focusing on interests rather than positions. Success in a negotiation varies depending on the situation but generally involves maximizing value for both parties. Emotion often reveals a negotiator's values so it must be controlled intentionally and used as part of a plan, as body language speaks loudly. The general rule of thumb provided is to maintain a professional and personal demeanor throughout the negotiation.

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    This document provides an overview of key concepts in negotiation, including value, fairness, success, and emotion. It discusses that value in a negotiation includes factors like price, delivery terms, packaging, and staffing considerations. Fairness is different for every negotiator and involves communicating what is fair and focusing on interests rather than positions. Success in a negotiation varies depending on the situation but generally involves maximizing value for both parties. Emotion often reveals a negotiator's values so it must be controlled intentionally and used as part of a plan, as body language speaks loudly. The general rule of thumb provided is to maintain a professional and personal demeanor throughout the negotiation.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    12 views30 pages

    Business Communication For Career Readiness

    Uploaded by

    Rabih Souaid
    This document provides an overview of key concepts in negotiation, including value, fairness, success, and emotion. It discusses that value in a negotiation includes factors like price, delivery terms, packaging, and staffing considerations. Fairness is different for every negotiator and involves communicating what is fair and focusing on interests rather than positions. Success in a negotiation varies depending on the situation but generally involves maximizing value for both parties. Emotion often reveals a negotiator's values so it must be controlled intentionally and used as part of a plan, as body language speaks loudly. The general rule of thumb provided is to maintain a professional and personal demeanor throughout the negotiation.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 30

    Business Communication for Career

    Readiness
    The Art of Negotiation
    Module 2

    with Sue Robins, M.S.


    Objectives
    • Understand the meaning and significance
    of value
    • Define fairness and recognize it’s role in a
    negotiation
    • Evaluate and characterize success in
    terms of a negotiation
    Value
    • Price • Volume limits
    • Delivery terms • Payment terms
    • Delivery times • Renewal options
    • Packaging • Staffing
    • Turn-around time considerations
    • Etc...
    Negotiation

    Issue
    Negotiation

    Issue
    Negotiation

    Issue

    +
    Negotiation

    Gather Gather
    Information Information

    Issue

    +
    Negotiation

    Information Information
    Negotiation

    Less Cost +

    Information Information

    Better Delivery
    What is Fairness?
    What is Fairness?
    • Different for every negotiator
    What is Fairness?
    • Different for every negotiator
    • Communicate what’s fair for you
    What is Fairness?
    • Different for every negotiator
    • Communicate what’s fair for you
    • Focus on Interests
    Fairness

    What’s
    Fair

    What’s
    Fair

    =
    Agreement
    Speed-Quality-Price
    Conundrum

    Speed Quality Price


    Speed-Quality-Price
    Conundrum

    Speed
    Price

    Quality
    Speed-Quality-Price
    Conundrum

    Quality
    Price

    Speed
    3 Interdependent Parameter
    Conundrum

    Timing Cost Gratification


    3 Interdependent Parameter
    Conundrum

    Timing Cost Services


    What is Success?
    What is Success?
    • Varies for each negotiating opportunity
    What is Success?
    • Varies for each negotiating opportunity
    • Degree in which value is maximized for
    both parties
    Emotion
    Emotion
    • Often shows values of negotiator
    Emotion
    • Often shows values of negotiator
    • Must be controlled and intentional
    Emotion
    • Often shows values of negotiator
    • Must be controlled and intentional
    • Use it with a plan
    Emotion
    • Often shows values of negotiator
    • Must be controlled and intentional
    • Use it with a plan
    • Body language speaks loudly
    Emotion General Rule of
    Thumb

    Maintain professional and personal


    demeanor throughout negotiation

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