Previous 2 weeks in the class, we learned effective negotiation skills
through practices. Comparing the first negotiation (Oranges), I could
confidently and calmly negotiate with others in subsequent negotiations (snake
eggs and bike). Even though my group reached agreement (win-win, partial win),
each cases gave respective impressions. For example, after understanding an
importance of giving information, I could reflect that, and do better value
creation in next case.
On Wednesday of last week, Ken introduced an example of Argument Dilution,
the case of Terri Schiavo. I was surprised find out that only 1 good reason can
make concrete and strong statement in negotiation. Here is small article I
found on web. It is not academic article, but I thought it is interesting to
read to know actual stories of negotiations.
Throughout the class, Ken mentioned important points in negotiation, and
there are especially 4 key points to remember.
1.
Ask open questions
2.
Give internal
information(info, info, info!)
3.
Summarizing
4.
Give some reasons before
you disagree
I especially thought about asking open questions and summarizing are essential
for smooth negotiation as well as creating comfortable atmosphere. Effective
use of these can also show your understanding and active participation of
negotiation. I think it is really important to understand that negotiation is
compromise which contains social element. Therefore, what we learned in first
week of the course, “social/emotional intelligence” is cornerstone in
negotiation.
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