Having Problems Negotiating?
Annette Turner Duggan
has produced an article that highlights the reasons why some negotiations
may be problematic, and possible solutions.
The premise of the article largely revolves around the attitude that one
takes into a negotiation. Dr. Terence Sheppard shows that having a bad
perception of the other group in the negotiation can be detrimental.
‘“When faulty models of negotiation are used, the attention of the
participants is spent over-analysing what is being said, looking for
tricks, double meanings and innuendos. This can cloud the real issues and
can create unreal expectations of the negotiation process and outcomes of
Duggan goes on to list the ways that a negotiation might be improved. She
All these help
contribute to the “win-win model”. This turns around the attitude that in
order for one person to benefit the other has to be conquered.
Sheppard emphasises that negotiation has to encompass genuine compromise.
Respecting the needs of the person/group with which you are liaising will
hopefully result in a satisfactory agreement all-round.
(Source: Annette Turner Duggan, ‘The Art of Negotiation’, My Business, May
The article notes, ‘Dr. Terence Sheppard, leading management
educationalist, psychologist and managing director of Sheppard Consulting
Group’; and ‘Annette Turner Duggan is advisor, education and training,
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