The Negotiator Essay

3508 Words Feb 18th, 2013 15 Pages
CONTENTS

INTRODUCTION ………………………………………………………... .. 3

CHAPTER 1 Negotiation ………………………………………………….. 4
1.1 Definition ………………………………………………… . 4
1.2 Types ……..………………………………………………… 4
1.2.1 Distributive ..………………………………… 4
1.2.2 Integrative …………………………………. 5
CHAPTER 2 Negotiator …..………………………………………………. 6
2.1 Negotiator’s profile ..………………………………………. 6
2.1.1 General qualities …………………………….. 6
2.1.2 Negotiator’s temper …………………………. 6
2.1.3 Negotiator’s competence …………………… 7
2.1.4 Negotiator’s behaviour ……………………… 9
2.1.5 Negotiator’s motivation …………………….. 9
CHAPTER 3 Negotiation styles …………………………………………… 10 3.1 Negotiating
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Tactics include more detailed statements and actions and responses to others' statements and actions. Experienced negotiators may use a variety of tactics ranging from negotiation hypnosis, to a straight forward presentation of demands or setting of preconditions to more deceptive approaches such ascherry picking. Intimidation and salami tactics may also play a part in swaying the outcome of negotiations. Another negotiation tactic is bad guy/good guy. Bad guy/good guy tactic is when one negotiator acts as a bad guy by using anger and threats. The other negotiator acts as a good guy by being considerate and understanding. The good guy blames the bad guy for all the difficulties while trying to get concessions and agreement from the opponent.”

CHAPTER 2

2.1 THE NEGOTIATOR’S PROFILE
The negotiation process in equal measure dependents on both art, talent and vocation, as well as on science. Art of negotiating is the result of manifestion of each person’s personality, temper and character.

2.1.1 General qualities of the negotiator are following:
• a good training in the area in which the negotiation is done;
• a cooperation spirit, mobility in approaching the problems;
• a competitive spirit;
• active listening;
• erudition, general knowledge;
• to easy integrate in the team work and to promote the spirit of team work;

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