negotiating skills and negotiation tactics
What are Negotiating Skills and Negotiation Tactics?
Learning the negotiating skills and negotiation tactics that go behind effective bargaining can help achieve a negotiator’s goals at the bargaining table
The right negotiating skills and negotiation tactics can help with everything from dispute resolution to crisis management to making ordinary business deals.
In fact, some negotiating skills and negotiation tactics come into play before you even get to the table. Well before they sit down, negotiators typically make a number of decisions, small and large, that can have a dramatic effect on how their talks unfold. One of the most important questions to ask is whom you should be negotiating with to meet your goals.
Once you’re at the table, some of the most important negotiating skills and negotiation tactics you can embrace are around value creation. To do this, you have to establish a relationship with your counterpart and through this discover the zone of possible agreement with her (ZOPA). When you know the areas of agreement where you and your counterpart are in alignment (and those areas on which you diverge), a skilled negotiator can craft an agreement that most closely approximates her own and her counterpart’s needs while building a bargaining relationship with her counterpart.
Rather than antagonistic, the negotiation process becomes a value-creating, integrative situation in which each side gets a “fair share” of the pool of resources.
Learn more negotiating skills and negotiation tactics, and discover how to handle complicated, high-level business negotiations in this free special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.
We will send you a download link to your copy of the report and notify you by email when we post new business negotiation advice and information to our website.
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