36. Negotiation
Introduction
Negotiations are an important part of change management and occur at all levels, with different stakeholders, etc.
Eight components of a suitable negotiating framework include the following
i) appreciate 'big picture'
ii) solve the right negotiation problem
iii) understand the other party's problems, ie 'put yourself in their shoes'
iv) put price in perspective
v) understand differences between issues, positions and interests
vi) appreciate differences as well as common ground
vii) understand the 'best alternative to a negotiated agreement' (BATNAs)
viii) understand the psychology of perception that leads negotiators to major errors
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