Posted on March 19th, 2010 by admin
Have you ever wondered what it is that makes a world class negotiator?
What are the key characteristics that helped to determine the negotiation success of famous negotiators like Nelson Mandela and Mahatma Gandhi?
The results of research conducted by Business Negotiation Solutions Limited over the past 4 years reveal that world class negotiators must have the ability to deal with 5 areas central to negotiated success.
1. An appreciation & understanding of the ‘Big Picture’ as well as the ability to plumb the detail.
Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the ‘demands’ of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties.
Equally important is to understand all the individual elements that will ensure the adoption and implementation of an agreement by all the parties. The key tool at your disposal to facilitate an understanding of both the big picture and the supporting detail is the effective use of questioning.
2. The ability to generate creative options.
What a lot of people would like to describe as business negotiation is often no more than one dimensional haggling about price. Our research suggests that more than 50% of negotiators struggle to create or uncover options outside of this one dimension. The ability to think creatively is not something that comes naturally to all of us but fortunately there are some tools that exist to assist us in generating creative options such as the Disney Creativity Model or De Bono’s Six Thinking Hats.
3. Treating others with dignity & respect at all times - occupying the ‘high moral grou Read more »
Filed under: , , , , , | No Comments »
Posted on March 18th, 2010 by admin
Have you ever wondered what it is that makes a world class negotiator?
What are the key characteristics that helped to determine the negotiation success of famous negotiators like Nelson Mandela and Mahatma Gandhi?
The results of research conducted by Business Negotiation Solutions Limited over the past 4 years reveal that world class negotiators must have the ability to deal with 5 areas central to negotiated success.
1. An appreciation & understanding of the ‘Big Picture’ as well as the ability to plumb the detail.
Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the ‘demands’ of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties.
Equally important is to understand all the individual elements that will ensure the adoption and implementation of an agreement by all the parties. The key tool at your disposal to facilitate an understanding of both the big picture and the supporting detail is the effective use of questioning.
2. The ability to generate creative options.
What a lot of people would like to describe as business negotiation is often no more than one dimensional haggling about price. Our research suggests that more than 50% of negotiators struggle to create or uncover options outside of this one dimension. The ability to think creatively is not something that comes naturally to all of us but fortunately there are some tools that exist to assist us in generating creative options such as the Disney Creativity Model or De Bono’s Six Thinking Hats.
3. Treating others with dignity & respect at all times - occupying the ‘high moral grou Read more »
Filed under: , , , , , | No Comments »
Posted on March 17th, 2010 by admin
Have you ever wondered what it is that makes a world class negotiator?
What are the key characteristics that helped to determine the negotiation success of famous negotiators like Nelson Mandela and Mahatma Gandhi?
The results of research conducted by Business Negotiation Solutions Limited over the past 4 years reveal that world class negotiators must have the ability to deal with 5 areas central to negotiated success.
1. An appreciation & understanding of the ‘Big Picture’ as well as the ability to plumb the detail.
Probably the most critical characteristic of world class negotiators is their ability to understand what it is that all parties to the negotiation want. The ability to see past the ‘demands’ of your counterparties and really understanding why it is that they are negotiating with you is an essential element that will help you to understand what common ground exists between parties.
Equally important is to understand all the individual elements that will ensure the adoption and implementation of an agreement by all the parties. The key tool at your disposal to facilitate an understanding of both the big picture and the supporting detail is the effective use of questioning.
2. The ability to generate creative options.
What a lot of people would like to describe as business negotiation is often no more than one dimensional haggling about price. Our research suggests that more than 50% of negotiators struggle to create or uncover options outside of this one dimension. The ability to think creatively is not something that comes naturally to all of us but fortunately there are some tools that exist to assist us in generating creative options such as the Disney Creativity Model or De Bono’s Six Thinking Hats.
3. Treating others with dignity & respect at all times - occupying the ‘high moral grou Read more »
Filed under: , , , , , | No Comments »
