Tuesday, December 7, 2010
N12: BEST PRACTICES IN NEGOTIATION
This chapter reflect on negotiation at broad level by providing 10 “best practices” for negotiators who which to continue to improve their negotiation skills.
Ten best practices for negotiators are as follow:
1. Be prepared: Good preparation means setting aspirations for negotiation that are high but achievable
2. Diagnose the fundamental structure of the negotiation: a distributive negotiation, an integrative negotiation, or a blend of the two
3. Identify and work the BATNA: three things should be done with respect to other negotiator’s BATNA – monitor carefully, remind other negotiator’s advantages, and suggest other negotiator.
4. Be willing to walk away: goal is achieving a valued outcome, not reaching an agreement per se.
5. Master paradoxes: the best way to manage paradox is to achieve a balance between the opposing forces
6. Remember the intangibles: intangibles frequently affect negotiation in a negative way
7. Actively manage coalitions: three types of coalitions and their potential effects – coalitions against you, coalitions that support you, and loose, undefined coalition that may materialize either for or against you.
8. Savor and protect your reputation: Reputation is fragile, important to build, easy to break and very hare to rebuild once broken.
9. Remember that rationality and fairness are relative
10. Continue to learn from the experience: the best negotiator should analyze each negotiation after it has concluded, to review what happened and what they learned.
L12: LEADERSHIP THROUGH EFFECTIVE EXTERNAL RELATIONS
External relations, which fall into public relations, including press and media management, philanthropic activities, community involvement, investor relations, and external publications.
Every organization needs to manage these aspects of external relations very carefully since they all affect the organization’s public ethos and organization’s success.
External relations strategies are:
- Clarify the Purpose and Strategic Objectives
- Identify major audiences or stakeholders
- Create, refine and test major messages
- Select, limit, and coach the spokesperson
- Establish the most effective media or forums
- Determine the best timing
- Monitor the results
In addition, another critical component of external relations is the effective medium to ensure reaching the identified stakeholders. The company needs to get the right medium to communicate with audiences and get into their responses, also at the best timing, not too late before the crisis ruins company’s reputation. At last, for the best strategy, a company has to be able to monitor the result and their reputations constantly. The company should be able to measure specifically the impact of day-to-day and major messages on their major constituencies.
L11: LEADERSHIP THROUGH STRATEGIC INTERNAL COMMUNICATION
Internal communication which can be effective to provide organizational direction and employee motivation. The role of employee communication helps educate employees in the organization’s culture vision and strategic goals. It will motivate employee support for those goals and limit misunderstanding and rumors that could damage morale and productivity. And it will put employees in a position and role to help achieve organization’s objectives.
Effective communication consists of the following:
1.Supportive management
2.Target messages
3.Effective media forum
4.Well-positioned staff
5.On-going assessment
1.Supportive management
2.Target messages
3.Effective media forum
4.Well-positioned staff
5.On-going assessment
In conclusion, only preferred channels to send communication may not reach all employees. The best result to distribute the messages is to communicate internal messages through several different media to reach all employees. Leaders need to look at the media, decide when different situations require different media, and survey employees to determine if they are receiving the intended messages through the selected media. Besides, to measure if the communication is effective, the model should include employee evaluation forms which can evaluate the assessments of the employees.
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