"Most of us negotiate Every Day" are the first words of the book "Creative Negotiating" by Stephen Kozicki. Whether it is supplies or international agreements, all cases are well prepared to negotiate a better price, a convenient delivery date or more favorable terms.
Regarding the idea that everything can be and must be negotiated, the author tries to instill the behavior of the reader, and it is not the initiator. It is increasingly present throughout the specialized literature, especially in the United States.
To meet their needs, the best negotiator with appropriate skills succeeds in negotiation; it is proposed in this book, a step-by-step building process that is likely to bring the negotiations to succeed.
If the trade negotiator has the ability to develop a winning behavior (which increases success), can this behavior in an international framework be modeled? Will the implementation of a behavioral model applied to predefined negotiation guarantee success.
But the negotiations also belongs to another sphere, that of large commercial diplomacy. Whether the conclusion of a contract, the division of market shares, mergers and acquisitions, the purchase or sale of licenses, the commercial life where there is competition is an ideal area for negotiation .
However the negotiation is not the exclusive preserve of diplomats and traders. It has become a daily practice, a permanent type of relationship between individuals. A person negotiates in its own company where it is working for a promotion or to validate a project. Negotiations take place in the associations and groups to which one belongs to solve a dispute between owners or set meeting dates. Finally, in a family there are negotiations in choosing a holiday place or buying a new home.
Whether commercial, social, international, inter-departmental or hierarchical, negotiation is present every day in human activities.
Human behavior is characterized today by large changes that result - in terms of purchasing and consumption - by the phenomenon of"zapping" of "on-demand" to "arbitration" under the permanent constraint of a decline in purchasing power.
A basic principle described in "Consumer Behavior" says: "The consumer sovereignty represents a formidable challenge, but a competent marketing can influence both the motivation that the behavior if the product or service is created to meet the needs and expectations of the consumer."
In this context, the commercial action is crucial to enable the company to stand out and succeed. Facing the buying process,sales managers are turning to vectors that can achieve their goals.Negotiation and communication thus become the most powerful levers to have to be controlled so that the sale can contact and communication can sell.
Essential skills developed during 90 years are those that helps to understand and deal with others. One has to be able to recognize and master these skills without recourse to dubious tactics, deception and manipulation.
A deep knowledge of negotiation skills along with a genuine respect for others is considered by most authors as the key to success in the negotiations.
International trade negotiations, like other types of negotiations (social, political, inter-departmental or hierarchical) could give lessons as interesting and rewarding. The "success" of a trade negotiation immediately brings back a major difficulty, the ambiguity. While negotiations can be considered successful when it leads to a form of agreement.
Paradoxical in its demands, partly normative, the successful negotiation is one that achieves "a balance between competing interests and values or opposed by a controlled process of transformation mutually acceptable interests and values."
Inherent in man, negotiation, and its success depends on the behavior as well as the negotiator at the talks. The behavior is defined as "how to act, to live, behave.
Tags: Negotiations, behaviour of international negotiator, commercial negotiator
[...] and even cunning, clever, at least someone who would break into harsh battles, "said Lionel Bellenger in concluding his book. Trade negotiator can be identified by a number of distinctive features. What are the qualities that are most advantageous to the negotiator? There are - to answer to these questions - two categories of results: some are obtained from the reflections of professionals and practitioners of negotiation and they are usually expressed in a form of enumerative favorable qualities, others are psychological studies and correspond to tests or personality inventories. R. [...]
[...] The greatest caution is appropriate here: the fact of all about how the Chinese negotiate them that you will be of little help when it comes to predicting how they will behave with you. Much research and several authors have tried to locate the values through which cultures change, as an attempt to find and study the differences in mentality and behavior among people affected by a certain culture. It is important to recognize that this kind of empirical comparative study reflect to an overall average to which an individual does not have to fit exactly. [...]
[...] These included the verbal and non-verbal interaction between the parties, the conduct of trading strategies and actions to achieve the case. FIGURE 11 - "The architecture of the negotiation" The environment of the negotiation Foreign Currency Instabi government fluctuati politi Legal external ideologi cultura lity control and bur ons cal plural cal l and cha eaucracy and exch plural ism stakehol differen differe nge ange ism ders ces nces The bargaining process The negotiating Relationshi Relative Levels of p between Desired Impact of power of Style of conflict the outcome of immediate the the negotiators the custodians negotiators negotiators before and negotiation and nature after of negotiation addiction Conclusion of Chapter We saw, in this chapter, for the negotiator to be efficient he must first master the process of negotiation, following its phases. [...]
[...] Let "matrix" speak, "this is to decompose the problem to be addressed on two axes and the combination of horizontal and vertical data causing innovative idea" 1d. daydream: "do ten breaths with your belly, then consider for an extraordinary memory. Describe precisely what you see, hear and feel. You will pass well to a state of semi- consciousness. Imagine you are all powerful: what would be your problem, once solved?"(Isabelle Jacob, Iris Cabinet Consultant) Write down ideas that emerge. There are more rational means to achieve the result Exercises to do every day: inventing wacky scenarios and make absurd sentences is an ancient method used for centuries by Zen masters and their disciples who asked questions that led them on a field where reasoning mind no longer exists (e.g. [...]
[...] Thus, buying and selling does not have the same moments. Finally, our ambition to create such a model of behavior winner of international trade negotiator and then confront the real world, must take into account the fact that one can be at best an idea of reality. Thus, when creating a model it is only a representation of this reality. What Popper calls the 3rd World."Every time we speak of a system we consider it as a model with our limits: the ability to observe things So we did not want to pretend to explain all the complex and multifaceted commercial negotiation. [...]
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