Effective Negotiation Skills

Effective Negotiation Skills (Guidelines and Checklists)

Generally, the quality of preparation is the most consistent guide to the success or failure of a negotiator. This detailed resource provides help in preparing and then engaging in negotiations. The areas covered are: Prepare - objectives - information - roles Phase one: Present/discuss/avoid arguing/signal - define starting point - listen - clarify - summarise understanding - assess the mfp(s) of your opponent - hint at flexibility Phase two: Propose/map/validate - establish the bargaining arena - map out the variables Phase three: Package/bargain - focus on a win/win Phase four: Close/agree - seek agreement - summarise - gain agreement to the summary


It is important that those involved in negotiations understand in detail the different phases of negotiations and how they can successfully navigate their way through each phase. This not only requires understanding of how to use a process at each stage but also using effectively interpersonal skills and influencing skills to move the other party. This document provides a comprehensive guideline on how to be an effective negotiator no matter what type of negotiation is being undertaken.

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