[Making the Deal: Women as Negotiators]Negotiating is no game. It is not for the weak or the fragile. It takes assertiveness and someone who feels fortable in the mano-a-mano world of Business. Can w...+阅读
There are two types of agendas. Those that are public and set the course of a meeting and those that are hidden and guide the actual progress of the session. Uncovering hidden agendas is an important aspect in any negotiation or mediation.It is the hidden agendas that truly impact how a settlement conference will proceed.Controlling a meeting is key to controlling a negotiation. Managing the agenda establishes this control. Mediators garner their power as they control what happens, when it happens and where it happens during a settlement conference. They he the ability to call for caucus sessions, quiz both sides, and dictate certain rules. This often gives them the cloak of authority to get the parties to move toward reconciliation.Hidden agendas, on the other hand, are what skilled negotiators use to manage the process as the informal group leader.There are likely many hidden agendas at play during any negotiating session. Those of the primary negotiators and those of the other participants in the room. Each person is likely to he a personal agenda that differs slightly from their own teammates. Uncovering and capitalizing on the disparity of these agendas can be useful to a negotiator.
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Eventually Negotiators Must AgreeFor a negotiation to be successful, it must end in agreement. As the saying goes, you can lead a horse to water but you can't make him drink. He has to want to...
Negotiators must overcome barriers to effective communicatioIDENTIFYING BARRIERS While a deep, fast moving river between you and a hungry lion may appear to be an effective barrier, a locked cage with strong bars would b...
Negotiators often create barriers to buy time.CREATED BARRIERS There are times when you want to slow the negotiating process. This is when you need to deploy time-buying tactics. Creating barriers is an exc...
