Tuesday, October 26, 2010
N04: NEGOTIATION, STRATEGY AND PLANNING
Planning is very necessary before negotiating in any situation. Most of the time negotiators fail to plan and hence loose on the opportunity. Effective planning leads our efforts to agreements. As also its important to understand that negotiation is an iterative process and hence need to modify and update with other side or party.
Following things needs to be considered in effective planning for negotiation:
1) Understand the key issues that must be resolved in the upcoming negotiation.
2) Put together all the issues together and understand the complexity of the bigger issue.
3) Identify the key issues out of all other negotiation points.
4) Define the limits, where we should walk away or find an alternative to deal.
5) Clarify the targets to be achieved and opening to points to begin the discussion with.
6) Understand your rights and what they expect out of you.
7) Understand other party’s goal, issues, strategies, interests, limits, alternatives, targets, openings and authority.
8) Plan the process by which you can present the logical idea to sell on your points
When we can understand all this factors and analyze them to our grater benefits, will have the clear sense of direction on how to drive the negotiation. This sense of confidence and clear direction is very important in effective negotiation.
L3: THE LANGUAGE OF LEADERS
Effective communication more or less depends on the language used, it needs to be as simple as it can be understand by everyone but as strong as it conveys the message, hence leaders depends heavily depends on it. This very important to achieve a great confidence not only in your knowledge but also in our ability to capture the content in the correct words used in the correct way
We want to sound confident and speak with authority yet sound approachable and open to conversation. Also its necessary to identify your style since audience perceive you in your style but in case of some situations it’s ok to adopt someone’s style. In today’s professional communication concise speaking and writing is very important, which leads you to contribute to positive ethos. Removing errors in communication such as Punctuation, Pronouns and Sentence Structure is critical too.
In conclusion, creating positive ethos through the use of the language of leadership, to convince others, we need to communicate confidently and reflect an appropriate tone in all that we write and say. We need to be concise and ensure that our language is clear, crisp and meaningful. We need to understand that power of language to persuade others; at the same time, we need to accept responsibilities to be honest, logical and ethical and never misleading or manipulative. Hence, more control we have over language, greater out ability to influence and lead.
L2: LEADERSHIP COMMUNICATION PURPOSE, STRATEGY, AND STRUCTURE
Communication with out purpose does not change output; every communication has one of 4 or more overall goals:
To inform, to persuade, to instruct or to engage
Communication fails mostly because we don’t put enough time and energy to clarifying our purpose of communication. You may need ideas and thoughts to clarify the purpose of communication and the better the idea is more clear the communication. Also, it’s important to understand that clarifying purpose is an iterative process and involves back and forth exchanging ideas.
As we discussed we need to put enough time to generate ideas and thought, we should try either of the technique to come up with the best idea: Brainstorming, Idea Mapping, and the Journalists’ Questions: Who? What? When? Where? How? And finally Decision Tree. Hence it’s very necessary to have clear purpose and clear thinking since effective communication depends on it a lot.
Once purpose is defined now it’s a time to determine communication strategy and following should help in that.
1) Considering the communication context
2) Using a Strategy Framework
3) Creating an action plan
4) Analyzing Audiences
a. By Expertise
b. By decision making style
c. By medium
d. By Organizational Context
In conclusion, once we have clarified our purpose, done with the audience analysis and created strategy we need to find the best structure in which it will be delivered to our audience.
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