The_Essential_Manager_s_Handbook

368 / PREPARING TO NEGOTIATE

Becoming a negotiator

Seeing the benefits

When you become skilled in negotiation,

you can be of real value to your

organization. Negotiation allows you,

for example, to secure cost-effective

and reliable flows of supplies, enhance

the financial value of mergers and

acquisitions, settle potentially damaging

disputes with government officials or

union leaders, and resolve internal conflict

constructively. Negotiation is increasingly

recognized as a core competency. Many

companies develop their own approaches

and methodologies, and offer training and

mentoring programs for negotiators.

Many people shy away from negotiation because they think it implies

conflict. In fact, negotiation is what you make it. When undertaken with

confidence and understanding, negotiation is a creative interpersonal

process in which two parties collaborate to achieve superior results.

LEARN YOUR ART

Developing the skills needed to be a

successful negotiator can take time,

so be patient. Try to learn from every

negotiation you undertake, both for your

organization and in your life outside work.

Tip

of negotiators start

by assessing the

other party

80 %

US_368-369_Becoming_a_negotiator.indd 368 30/05/16 3:06 pm