Page 118 - DENG401_Advance Communication Skills

Unit 5: Improving Informal Communication

proposition. Try to identify and work with someone who can authorize the different Notes
terms and options you want.
2. Look for solutions acceptable to all sides: Some people approach a negotiation thinking
that someone has to lose so that the other can win. However, you should look for a
solution that meets the objectives of all participants. This is called “win-win” negotiation
and should be your preferred approach. Thoughtfully considering your wants and needs
in relation to others’ wants and needs leads to a positive, satisfying outcome. Look for
common ground and aim for an agreement that is fair to all. Figure lists the steps for
resolving conflicts in a negotiation.

3. Establish your goals: Before you start to negotiate, identify what you hope to accomplish.
Clearly list your objectives and keep these in mind as you negotiate. Establish what you
will not agree to and terms that would not be acceptable. Consider the consequences of
winning or losing the particular negotiation. Defining your goals in advance helps you to
stay focused during the negotiation.
4. Identify alternatives: Most negotiations involve compromises by participants. In many
cases, the outcome can be more successful if you can identify alternatives that you would
accept and minor objectives that you are willing to give up or exchange. For example, if
the other person is unwilling to take customer phone calls during a busy time, they might
be willing to write letters to customers. You might be able to request a bonus payment or
extend vacation time in exchange for extra work to meet a deadline.

5. Do your homework: You negotiate more effectively if you do your homework first. Go
online and research the issue. Find out the average compensation and job description for
others in your position. Keep track of your concrete, verifiable contributions to your
company’s performance. Look for alternative solutions, configurations, and options. Being
well informed helps you make better decisions and be more confident with your
communication.

Figure 5.4: Steps for solving problems in negotiations

Listen

Identify other points
of view

Focus on the problem

Articulate common goals

Consider all solutions

Agree to a solution that
all accept

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