This document discusses key behaviors of effective negotiators. It identifies listening, questioning, empathizing, and planning as important behaviors. It provides tips for each behavior, such as using attending behaviors while listening, asking open-ended questions to seek information, understanding your counterpart to enhance options, and planning the timing, questions, agenda, and location for a negotiation meeting. The document stresses maintaining a professional demeanor during interactions, focusing on interests, and seeking to maximize goals for both parties.
This document discusses key behaviors of effective negotiators. It identifies listening, questioning, empathizing, and planning as important behaviors. It provides tips for each behavior, such as using attending behaviors while listening, asking open-ended questions to seek information, understanding your counterpart to enhance options, and planning the timing, questions, agenda, and location for a negotiation meeting. The document stresses maintaining a professional demeanor during interactions, focusing on interests, and seeking to maximize goals for both parties.
This document discusses key behaviors of effective negotiators. It identifies listening, questioning, empathizing, and planning as important behaviors. It provides tips for each behavior, such as using attending behaviors while listening, asking open-ended questions to seek information, understanding your counterpart to enhance options, and planning the timing, questions, agenda, and location for a negotiation meeting. The document stresses maintaining a professional demeanor during interactions, focusing on interests, and seeking to maximize goals for both parties.
Behaviors of Negotiators Behaviors of Negotiators • Listening Behaviors of Negotiators • Listening • Questioning Behaviors of Negotiators • Listening • Questioning • Empathizing Behaviors of Negotiators • Listening • Questioning • Empathizing • Planning Listening Listening • Verbal and non verbal communication Listening • Verbal and non verbal communication • Use attending behaviors Listening • Verbal and non verbal communication • Use attending behaviors • Paraphrase for understanding Questioning Questioning • Ask many questions Questioning • Ask many questions • Shares information Questioning • Ask many questions • Shares information • Builds report with counterpart Questioning • Ask many questions • Shares information • Builds report with counterpart • Be prepared Questioning • Ask many questions • Shares information • Builds report with counterpart • Be prepared • Make plans Types of Questions Types of Questions • Closed ended – Initiates conversation, gain concession, confirmation Types of Questions • Closed ended – Initiates conversation, gain concession, confirmation • Open ended – Used for seeking information, seeking to reveal, influence perspective Prepare for a Meeting Prepare for a Meeting • Determine goals Prepare for a Meeting • Determine goals • Plan questions and topic flow Prepare for a Meeting • Determine goals • Plan questions and topic flow • Take notes Prepare for a Meeting • Determine goals • Plan questions and topic flow • Take notes • Note body language Empathy Empathy • Understand your counterpart Empathy • Understand your counterpart • Enhances options Always Have a Plan Always Have a Plan • Plan timing • Plan questions • Plan agenda • Plan location • Plan seating • Plan stalling tactics • Plan for unforeseen responses • Plan for enhancing power Interaction Interaction • Model appropriate behavior Interaction • Model appropriate behavior • Keep professional Interaction • Model appropriate behavior • Keep professional • Focus on interests Interaction • Model appropriate behavior • Keep professional • Focus on interests • Maximize goals for both parties Interaction • Model appropriate behavior • Keep professional • Focus on interests • Maximize goals for both parties • Change focus of conversation to interests