Ali Anani

The Negotiation Dance

Negotiation is not about correcting past experiences

Negotiation is about how to make the future brighter and more

permissible

How?

First, a quick reminder of what negotiations is

A negotiation is an interactive communication process to reach a compromising solution between conflicting parties.

The proof?

Gauge your emotions when somebody tells you take it or

leave it

Such situations make the future look

grim

Negotiations requires that we keep a crack in

the door open

Negotiation in the Kitchen

Negotiation in the Kitchen

There was once only

one orange left in a kitchen and two

chefs were fighting over it.

"I need that

orange !"

"Yes, but I need that

orange as

well !"

They both needed an orange to finish their recipes for the boss’s dinner.

They reached a compromising solution: to split the orange into two

halves with ½ for each one

But still unhappy solution- why?

.

Then they split the orange in half, and each went to

his corner to finish preparing his meal.

One chef squeezed the juice from his half and threw away the peel. The other chef did the

opposite by keeping the peel and throwing away the

½ orange

Throw the peel

Keep the peel

Had they known the intension of needing the orange for would have

generated a brighter solution

Thinking about it turns about a problem of poor communication

Differentiate between your position and your interest as well as the interest of the other party.May be you have totally different interests that do not conflict

Your position might be even strengthened if you know about the interest of your negotiating party

Communications help in understanding the emotions and feelings of your negotiating partner in order to ensure that understanding is accurate.

Like an orange if you press too hard the

orange breaks and if too soft it shall be

squeezedDo not break or squeeze your

negotiating partner

The negotiation dance

A good negotiator is a good leader

The common attributes of good negotiators and leaders

Common attributes of negotiators and leaders

Aspiration for Win / Win conclusions to preserve the relationship

Collaborative

Persuasion oriented

Take care of Interests

Long-term oriented

Communication skills

Shared information