Negotiating: Strategies and Tactics for Dealmakers

By Tom Hendrix

The following topics are included in this 2-book combo:



Book 1: Some elements of negotiating are often neglected when people discuss the art of such an important event. Negotiation skills involve many different aspects, such as reading the other person’s intentions and boundaries, mediation skills, decision-making, preparation, clarifying information to communicate better, etc.


These topics will all be touched on in this essential guide. You will learn to become more familiar with the many practices of negotiation, as well as avoid typical mistakes that have caused too many novices to miss out on what they could have gotten out of a deal.
You won’t make the same mistakes. You will be educated and well-prepared after reading or listening to this book.



Book 2: Negotiation can be a vital part of business. The skills you need to acquire for such an activity can make or break your entire company. Not just in business, but in everyday situations of our lives, we are bargaining for the best deal, the solution to our very wants and needs.


Through this book, your negotiation skills will receive a significant boost as knowledge of the practice of effective negotiating will be induced into your mind. When you know how to do it, you will be better prepared. Crucial tips and tricks will be provided to help you get the most out of every situation, assess the other’s cards beneath the table, and reach agreements that satisfy long term trust issues and encourage stronger relationships with you and the person you are negotiating with.


Learn more about this essential practice now.

• Language: English
• Publisher: Anonymous
• Release date: Oct 26, 2020
• ISBN: 9791220213059

Book preview

Starts

Chapter 1: Mediation Skills

Mediation is the participation of an impartial third party to support and help those involved in a conflict to find a resolution.

The key difference between negotiation and mediation is that in negotiation, the parties included work out their own agreement. In mediation, they have the support of the 3rd party, the mediator, to help them come to a contract.

Mediation, whether official or informal, can often help resolve disputes that have exceeded the negotiation stage.

Characteristics of Mediation

An important element of mediation is that the arbitrator does not 'sort things out' or make any decisions for the parties involved. Rather, he/she helps the parties involved collaborate to develop their own agreement.

Mediation involves:

Voluntary participation

Face-to-face discussions between the parties in dispute

An impartial mediator with no decision-making power who helps those involved to comprehend each other's point of view and come to a contract

Equal opportunities for all individuals to speak and explain their perspective

All relevant information being shared

A shared arrangement between the parties

Although there are many trained mediators working to resolve conflicts, anyone can function as a conciliator, whether in a dispute between coworkers or to bring 2 quarrelling friends or neighbours together again.

The Mediation Process

Although each conflict and every mediation process will be somewhat different, there are some steps which you're going to really need to consider in every case, and points to take into consideration.

1 - Preparation

You will need to set out the 'guideline' for the mediation process. Usually some fundamental guidelines of communication and confidentiality will be essential, but there might also be others significant to that circumstance. For example, you may want to set out that only one individual talks at a time, and while a person is talking, the others listen in silence, that there's to be no verbal abuse at any time, and that all that takes place, stays private unless both parties accept discuss it outside mediation. You could also wish to set out the arbitrator's role: to be objective and help the parties to reach their solution, but also to protect the parties from one another if necessary.

In addition, you should think about whether you should have separate meetings with each party to develop a much better grasp of the concerns before mediating a joint meeting.

2 - Rebuilding and Understanding the Dispute

Your task at this stage is to listen to the participants' stories, whether together or individually, and clarify what they want to attain from the process.

If you are meeting both participants together, it is helpful if you can sum up the bottom lines of dispute in a neutral way that both can concur upon, and propose a program for the discussion: an order in which issues should be talked about. It can also be helpful at this stage to name the emotions that participants are feeling, to show that they have been recognised and comprehended.

3 - Specifying Points of Agreement and Conflict

At the time of this stage, your role is to help the individuals to move to a position where they begin to comprehend each other's perspective, and can then start to fix a shared issue.

One way to do this is to think of it as moving from a focus on the past to one on the future. It can also be valuable to use restating and summary in neutral terms to help the individuals identify parts of arrangement, and to check understanding. It's exceptionally effective to reflect feelings back to the participants, as it shows both that they have been heard.

Do not be scared to suggest a break for coffee or a walk outside, or perhaps an adjournment to another day if you think things are getting a bit heated. 'Time out' is an important reflection opportunity for everybody.

4 - Creating Choices for Agreement

An useful beginning point for this stage is to