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 | Main » Negotiation
Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. When neither the Zen nor the science works, though, no one wins. Just ask any hockey fan out there. The recent lockout and cancellation of the 2004-2005 NHL season is a perfect example of poor negotiating. Both the players' union and the league owners broke all of the rules when it came to brokering an agreement on player contracts. The result are hockey rinks across North America that are so quiet that you can hear a pin drop-unfortunately, not a puck. In dollar terms, professional hockey is missing out on television contracts, advertising fees, and tons of ticket sales. Of course, you won't lose billions in revenue if you fail at the l
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By definition, barter is when parties swap services or resources. But in business terms, it's an exchange that ends usually with everyone a winner. All parties involved in bartering hold onto their cold hard cash and don't lose a cent. There's no worries about getting ripped off as a buyer or seller, so it's an exchange that's high on trust, low on tension. And finally, the government doesn't get its hands on any of the proceeds. Bartering is such a great system, it's no wonder it's been around nearly forever. Historians and archeologists reckon that bartering is a human business practice for the ages. It goes back as far as written history, and perhaps even further into mankind's (and womankind's) history of business practices. Between humans, the actual business practice of money came long before money was invented. In written history, as far back as 9,000 BC, shepherds used c
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Negotiating is a skill that like warfare tactics must be honed. It is important to be mentally prepared to win. Do the ground work well before your reach the negotiating table and decide on the "path" you are going to take. Positivity will help as also a sense of confidence and self esteem. Set aside any doubts you may have and stride forward prepared to win at all costs. The five cornerstones of successful negotiation skills are placing emphasis on common points; presenting clear arguments; being innovative and open to several options; focusing on the problem being dealt with; looking for a clear solution. The key is to be clear about your preferred outcome. However in the back of your mind you must be willing to compromise to some extent. A good negotiator is an excellent communicator and understands how human beings think, feel, and function. You must be able to befriend the
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Two Approaches: There are two negotiation approaches prevailing in the world today, but "unfortunately" only one that is more widely spread, especially in the negotiation training circles. First is the basic negotiation tactics approach, that dominates the training industry especially in the Western world. It is also practiced widely and naturally in the developing nations of the world. The second is the strategic negotiation approach that is more complex and less common or even understood in the training circles, among people or in practice. Negotiation skills in general, are a prerequisite to success in any endeavor in life, from career progression, buying a car, resolving conflicts of any scale, growing a business to finding an attractive partner. Be
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