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- Written by: Tim Milbourne
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Given the importance and ubiquity of negotiating in business, politics, and society in general, we would benefit greatly from an approach that addresses and improves on the inadequacies of positional bargaining. Formalising the engagement of stakeholders and the process of negotiation using a principled approach provides just such an improvement.
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- Written by: Tim Milbourne
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In this article we now turn to the negotiation itself. Having discussed stakeholders, how to engage them and what approach the negotiations should take in previous articles, it remains for us to pull these elements together into a cohesive framework and toolset. Every step is also a negotiation, of course.
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- Written by: Tim Milbourne
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The approach or style that you adopt when negotiating will have a considerable effect on how the conversation proceeds and on the quality and success of the any agreement that you achieve. This is especially true when the negotiating parties need to maintain an on-going relationship.
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- Written by: Tim Milbourne
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Regardless of culture and personality, in order to engage stakeholders effectively it is important to establish the following.
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- Written by: Tim Milbourne
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Personality and culture
It is evident that personalities and cultural differences can bear down heavily on the course of negotiations, presenting their own issues and opportunities. However, it should be possible to establish a common understanding and protocol for behaviour to facilitate resolution of conflicts during negotiations and ultimately smooth the way to an agreement which provides the best outcome for all parties.
Let us examine each of these aspects separately to better understand how to manage them.