Professional Documents
Culture Documents
Learning Outcomes
At
the end of this session student should be
able to understand:
Attitudes
Interpersonal Skills
Knowledge
Attitudes
Negotiation is strongly influenced by
attitudes, for example attitudes to the issues
and personalities involved or attitudes linked
to personal needs for recognition.
Always be aware that:
Negotiation is not an arena for the realisation
of individual achievements.
There can be resentment of the need to
negotiate by those in authority.
Certain features of negotiation may influence a
persons behaviour, for example some people
may become defensive
Interpersonal Skills
Skills You Need:
Communication
Be Positive
Listening
Reflecting, Clarifying and Summarising
Problem Solving
Decision Making
Assertiveness
Stress Management
Relax
Dealing with Aggression
Do you find yourself making any of these five common
(and costly) mistakes in your business negotiations?