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Negotiating Essentials

Satisfactory Essays
Whole month we had been studying Selling and Sales Management, according to the mysterious book “Negotiating Essentials” written by Michael R. Carrell and Christina Heavrin. Why mysterious? – Because it is not available in KUAS, thus we had to listen our teacher Jan carefully (but it is not the only one reason). Whole month we had to wake up early to be present in morning sections, had to reduce the level of coffee breaks with the aim to go home earlier and of course negotiated a lot. And now to be serious, what have we learn during these classes? That is what about we are going to speak in this work.
To begin with, we understood the meaning of the term “negotiation” – it is a conversation between people/parties with an aim to reach some outcome: conclusion, decision, deal and etc.. Negotiation will not bring positive outcomes always, sometimes parties can stay with the own opinion without reaching some common point, thus we need to study this course and learn how to increase chances to negotiate successfully. “You always can learn and become a negotiator” – J. Mitts .
Secondly, we learned with whom we need to negotiate, how to start and what to prepare. For negotiation are needed at least two parties/interests that are interdepended, it is not worth to negotiate about salary with the person from whom level of your salary is not depended. State the goals before negotiation – what we would like to reach, and how we want to be viewed by other part (“don’t lose your face”). It is needed to be flexible; it can help to get “winner” position.
Prepared negotiator is a good negotiator. It is necessary to be prepared for the bargaining process by developing supporting arguments. It can be facts, information, logic and etc. It can be fa...

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... suitable” “I do not think” “it is too expensive” and asking “Why” “What if” “How” questions, but newer say “No” or reject offer at the beginning. During the bargaining facts and logic have to control situation, we shall avoid that emotions take over strategy, even if opponent will try to attack us.
When distributive bargaining do not work, integrative can take a place. Integrative bargaining is also known as “win-win” situation, and in this situation aim of negotiating process is to create as much values for each side as it is possible. We have to create new values that can be offered to an opponent to claim needed ones. Active listening is important it this negotiations, we have to focus on what other is saying not only verbally but also emotionally. By creating list of valued demands, we can discard less important so more valuable could be accepted by parties.
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