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Improving Negotiation Skills: Rules for Master Negotiators

Updated on December 11, 2016

Analyze the following article: Improving Negotiation Skills: Rules for Master Negotiators. Describe a key point that stood out to you as a critical step you need to take in future negotiations. What is one area you think you need to improve to be a better negotiator? Also, explain the importance of Rule 2: Communication Skills.

I found the article, “Improving Negotiation Skills: Rules for Master Negotiators”, to be an informative read. In fact I found myself wishing I had read it prior to my negotiations as I feel the knowledge that I gained form the article would have improve my negotiating position. There were a few points that stood out to me as points I should have taken into account for my negotiations. The key point that stuck out to me was leverage evaluations; I never considered the leverage that I had nor considered how to improve my leverage and diminish the leverage of the other side (Improving Negotiation Skills: Rules for Master Negotiators, n.d.). In order to be become a better negotiator I need to be able to adjust my expectations based on the person or people I am negotiating with. I went into the negotiations expecting the other side to understand my ideas and then negotiate with me. I was not expecting the other side to completely dismiss aspects of my compromise. I feel that I could have negotiated better if I had a better understanding of the negotiating process before I began the negotiations.

Rule 2: Communication Skills is a four part rule which includes: lines of communication are critical, be cooperative, but don't let your guard down, listen, and pare down large groups (Improving Negotiation Skills: Rules for Master Negotiators, n.d.).The lines of communication rule is important because it tells the negotiator to keep the lines of communication open in order to ease the stress of negotiating and to improve the chances for a success. Be cooperative, but don't let your guard down, teaches the negotiator the importance of being cooperative because cooperation is more effective than competition in negotiations, however it is also important that the negotiator knows not to be too cooperative or a highly competitive negotiator. The rule on listening may be the most important communication rule to understand; this allows the negotiator to have a better understanding of the situation and it allows the negotiator to avoid many misunderstandings. The pare down large groups rule is important when dealing with a situation involving negotiation committees. The rule reminds negotiators that “no matter how many people are involved in a negotiation, important decisions are typically made when no more than two people are in the room"(Improving Negotiation Skills: Rules for Master Negotiators, n.d.). It is vital that negotiators know and understand the rules of communication when negotiating so as to succeed at their negotiations.

References

Improving Negotiation Skills: Rules for Master Negotiators. (n.d.). Retrieved from

http://corporate.findlaw.com/litigation-disputes/improving-negotiation-skills-rules-for-master-negotiators.html#sthash.LK4Z0XIo.dpuf

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