Published on June 27, 2014
the 4 Forces of Negotiation derek hendrikz
Copyright © 2014 Derek Hendrikz Consulting www.derekhendrikz.com
4 forces of NEGOTION www.derekhendrikz.com Power Information Awareness Approach
Force 1: Power www.derekhendrikz.com
Position, status, qualifications, profession, etc… Skill, reputation, money, confidence, people skills, EQ, IQ, etc… How much support do you have for your position, interest and needs.... How much ‘open’ mandate are you able to secure…. www.derekhendrikz.com P
Force 2: Information www.derekhendrikz.com
Know your position… Justify your position with interest…. Understand which needs will be satisfied through achievement of negotiated goals. Understand the other parties position, interest and needs. Determine the issues which are common to both parties Identify the points of conflict Know how to extract and get information www.derekhendrikz.com I
Force 3: Awareness www.derekhendrikz.com
Know your timing (when to do and say what…) Observe and read between the lines. Pick up on the other sides strengths and weaknesses. Be aware of the additional benefits surrounding a specific outcome. www.derekhendrikz.com Aw
Force 4: Approach www.derekhendrikz.com
Keep the objective in mind (FOCUS!!!). Be open to explore options… Stay positive (every problem has a solution…) Use acceptable and understandable vocabulary. Do not assume that words, behaviour and mannerisms that are acceptable to you is acceptable to all…… www.derekhendrikz.com Ap
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