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Negotiation Skills

Introduction

Negotiation is something that we do all the time and is not only something we use in meetings.
Generally it is a way of compromising with another person/s where there are two or more conflicting points of view. There are many reasons why you may want to negotiate and there are several ways to approach it. The following is a few things that you may want to consider.

Why Negotiate?

If your reason for negotiation is seen as 'beating' the opposition, you’re probably about to embark on fighting a losing battle. This is because you will not be aiming to direct the other person/s to reach a compromise with you, but rather to an outcome that benefits you alone.

Ideally when negotiating you will want to aim to be 'friendly' (though assertive) with the aim of reaching agreement that benefits all or most of the parties involved.

Planning and How to Negotiate

Pre-negotiation preparation

Before you decide to negotiate, it is a good idea to prepare. What exactly is it that you want to negotiate? Set out your objectives. For example: -

A group of students have asked you to require the University to provide lecture notes before every lecture

In order to negotiate you have to take into account how the objective will benefit the University, possibly by offering some sort of incentive: -

In the case of the above example the incentives you could raise with the University could be to: -
- point to the overall learning benefits to students and more specifically to those students who have learning disabilities.
- point out how it would assist improving student perception of teaching which could be advantageous for National Student Survey results

You’ll also need to think about what the University may be trying to achieve in their negotiation with you. This means finding out whether there is any

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