Success will usually only be achieved when one person abandons their point of view in favour of the other.
Negotiating offers more scope for manoeuvrability and creativity. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome. The ability of skilled negotiators is in finding a win/win resolution where both parties improve their overall position. (Don’t cut the cake up – bake a larger one.)
- Negotiation Strategies – The 3 P’s – Power, Persuasion, Problem Solving
- The Negotiation Zone
- Opening Position
- The Bargaining Process
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