PSS 412 NEGOTIATION:

THEORY AND
PRACTICE
TOPIC: CONDITIONS FOR
SUCCESSFUL NEGOTIATION
LECTURER: NICK ESSIEN
 CONDITIONS OR TIPS FOR
SUCCESSFUL NEGOTIATION
The success of such negotiation
depends on many factors.

The most important is the ability of the

negotiator to sends feeler to the other
side that the process is useful and that
they may stand to benefit from it.
 CONDITIONS OR TIPS FOR
SUCCESSFUL NEGOTIATION
In this course we will look at some
necessary conditions for making a
successful negotiation.
These conditions are limitless in nature.
However, scholars and successful
negotiators have identified the
conditions to be examined as vital to
successful negotiation
These conditions include
 CONDITIONS OR TIPS FOR
SUCCESSFUL NEGOTIATION

 Do your research and Get Information

 Good negotiation skills
 Communication ability
 Emotional control
 Keep your timeline in mind
 DO YOUR RESEARCH AND
GET INFORMATION
Before entering into negotiation talks,
evaluate all sides and consider their
goals.
Negotiating process will likely be
distorted when parties do not have
adequate information to address the
issues of conflict.
It can also be helpful to research the
person you are negotiating with.
 DO YOUR RESEARCH AND
GET INFORMATION
Do they have the ability to give you what
you want?
What are the limitations of the
negotiator?
Understanding these limitations can help
you strategize.
The information gathered during research
will help to expose the personality of
each party, their position, interests and
needs.
 DO YOUR RESEARCH AND
GET INFORMATION
The information gathered during research
will help to expose and consider the
potential opposition to your negotiations.
Example Why do you think Mr. Nick will
be opposed to giving us an assignment
for our test 1 and prefer giving us a test?
Write down all the potential oppositions
and then gather the information you can
use to argue your case.
 GOOD NEGOTIATION
SKILLS
This is very essential because Good
Negotiation Skills makes negotiators to
think fast and evaluate options.
Negotiator’s should possess well
articulated and vibrant bargaining
strategy in order not to negotiate away
their interests.
Negotiators should be sound in the
evaluation of negotiation options and
processes.
 GOOD NEGOTIATION
SKILLS
Negotiators should also evaluate the
implications of such options and
processes.
Negotiators should endeavor not to lose
too much in the bargaining proceedings
as a way of gaining strategically.
In order to achieve this Negotiators need
to know their priorities and when to walk
away
 GOOD NEGOTIATION SKILLS
(KNOW YOUR PRIORITIES)
In negotiation, it is often required that both sides
make compromises.
Determining what is most important and what you
are willing to settle for is very important.
Setting your priorities ahead of time can help you
evaluate what you refuse to give up and where
you’re willing to budge.
If you are the negotiator, be clear about what both
sides offer and what they need from each other.
 GOOD NEGOTIATION SKILLS
(KNOW WHEN TO WALK AWAY)
One of the hardest parts of negotiation is knowing
when to walk away.
It is important to enter all negotiations recognizing
that you may not be able to agree.
Once you realize no further compromises can be
made and terms can’t be reached, it’s probably time
to discontinue talks.
 COMMUNICATION ABILITY

Another condition is effective communication ability.

This helps to create an atmosphere, through which the
parties will have a better understanding of their
positions, interest and needs for the possible
resolution of the conflict.
The parties should have good listening ability and the
filtration mechanism must be empowered. It is
through communication ability that the parties
articulate their positions and interests for peaceful
resolution of conflict.
 COMMUNICATION ABILITY

Be consistent about presenting your goals,

objectives and expectations to reduce the risk of
confusion. Use effective communication skills,
including verbal responses and nonverbal cues.
Strive for mutually beneficial solutions, but be
prepared to compromise.
If you are the negotiator, ensure there are
guidelines for the discussion and that both sides
stick to them. Get agreements in writing.
 EMOTIONAL CONTROL

Emotional control: This is also being very

important because negotiator should be able to
balance the tempo of bargaining.
Negotiators should control their emotions not to
lose too much. They must not always concede due
to pressures or emotions.
Negotiators should control their emotions not to
cause negotiations to breakdown, end up in
confrontation or violence.
 KEEP YOUR TIMELINE IN MIND

The last but not the least condition for successful

negotiation is timing. Timing is very important.
Thus there must be time-frame for negotiation
processes. The negotiator should develop a time-
frame for the conclusion of negotiation.
A timeline can significantly impact your position of
power in the negotiation. If one or both sides are
rushing to reach a decision, one may give up too
much and regret their actions.
 KEEP YOUR TIMELINE IN MIND

For example, if you’re trying to get a new job

quickly.
you may take a position with lower pay or
compromise too much on benefits.
In this case, you may find yourself unsatisfied with
your decision long-term.
 KEEP YOUR TIMELINE IN MIND

Also if test 1 needs to be conducted this week and

uploaded next week.
It therefore, means that you have to submit the
assignment given to you today (Monday 30 th
October 2023 by Thursday 2rd November 2023)
this week and as such affect the bases of your
negotiation or write the test next week (Monday 6 th
November 2023)