Negotiation Strategy and Skill

Thursday, February 23, 2006

After learning the purpose, definition, arts..., what have you learned, and do you have any good relevant experience to share with us?


posted by wonderwan at 3:10 PM

17 Comments:

  • This comment has been removed by a blog administrator.

    By Blogger tzuni, at 10:05 PM  

  • Dear Mr. Wan:

    With the example of NUC at the begining of the class, I was shocked to know how powerful a word can be in different situations. I have completely changed my original concept of Negotiation, which would only involve honesty, sincereness, and aggressiveness to gain the trust for the long-term business relationship and create a win-win situation. From your lecture, I've realized Negotiation is so much complicated and fun than what I thought. It should be arts and a games. I couldn't wait to learn more about it.

    Best regards,
    Annie

    By Blogger tzuni, at 10:11 PM  

  • It's good to have so many "reflections" and practical experiences shared with us.

    In addition to these wonderful reflections and experiences, I still hope to see what you would "do" after learning these ideas from the course.

    Please remember: the true learning must be realized by the ultimate actions you take.

    Wan
    Your teacher

    By Blogger wonderwan, at 5:45 AM  

  • To Alvina:
    1. Better have used: I herein post my reflection on..."
    2. "Please be kind enough to check it for me."
    3. The very first thing you should learn from this course is to change your attitudes toward "negotiation." And you will develop the arts and skills afterwards.
    4. To become a great negotiator could cost your whole life, but, I guarantee, it is worth.

    By Blogger wonderwan, at 7:09 PM  

  • To Linda:

    1. Negotiation does look to the long-term relationship rather than the short one in street market. However, that is also why your opponent will take advantage of it, and put you in a unfavorable position.

    2. How would you deal with the above situation? (that is why children can always get what they want in their negotiations with their parents)

    3. Think about my say.

    By Blogger wonderwan, at 7:26 PM  

  • To Judy:

    1. Better have used: "negotiating with clients made me impressed...

    2. If you really want to have a win-win and happy ending, you have to know "when and where to fold up and go"--exerpted from some famous American song. And that is based on your gaming attitude toward the negotiation.

    3. Doing international trade, you should pay more attention to the differences among cultures. We will touch on that later.

    By Blogger wonderwan, at 7:39 PM  

  • To Rachael:

    1. Trust me: you already have had a lot of negotiating experiences in your life only that you did not summarize them into formulas or rules.

    2. You may learn some negotiating "formulas" from children. Just watch them when they want something from their parents or grand parents.

    3. Trust me: you can be a great negotiator, which can be in many many forms, though.

    By Blogger wonderwan, at 7:49 PM  

  • To Cindy:
    1. You made a very interesting but controvercial point about BANTA--Best alternative.

    2. However, here I have an inspiring question for you as to the "alternative":

    Do we really need to prepare an specific alternative (or "course of action) before we go to negotiation table?

    By Blogger wonderwan, at 3:06 AM  

  • To Owen:

    1. Crying before your mom for something you want to buy is not what I want you to learn from children in terms of their inborn skills of negotiation.

    2. Please watch your "tense" used in your reflections, such as:
    "I always stopped and cried..."

    By Blogger wonderwan, at 1:49 AM  

  • Student: Annie Chen
    Date: 2006.03.10

    Thank you for being my lecturer. I am so glad to have the opportunity to learn from you. You are a unique lecturer who knows how to use fun and useful methods to bring on students' interests. I have more than 10 years working experiences and have done many business negotiations.
    From today's lecture, first, I have learned not to care too much and be ready to walk away any time. This is really hard especially if the client is the best and the biggest in the field. Secondly, I have learned if the negotiation aren't going well, I should stay back to revalue the whole pattern and reconnect things. Moreover, do not believe everything on the surface and to find out the clients' real needs to satisfy them "quietly." Honestly, I didn't perform this one well in the pass because every time when my clients said no, I would just give up. I should try harder to find out what they really need. Furthermore, I should learn from children which not to take “no” too seriously and keep bargaining. Last, the basic formula for new communication approaches is very useful; I will try to remember the chart and practice it next time at the negotiation table. Thank you for today’s lecture.

    Best regards,
    Annie Chen

    By Blogger tzuni, at 7:23 AM  

  • To Annie:

    1. "When to fold up and walk away" do not necessarily mean you turn away from the case, but you are to wait for another better opportunity to give it a shot again.

    2. "Time and timing" usually plays an very interesting role in your negotiating with people--different time can produce stark different outcome.

    By Blogger wonderwan, at 5:22 PM  

  • To Sandy:

    I have some advice for you regarding your grammar:

    Your sentence:
    As you've mentioned that "Negotiation" can create Win-Win ending.I extremely wish that I could make it for the future.

    My comment:
    ...I extremely hope that I can make it in the future.

    P.S.: "wish...could (would)" usually implies that your wish will not be realized.

    By Blogger wonderwan, at 7:50 PM  

  • Children have their inborn negotiating attitudes or skills because they don’t afraid of anything. They are smart to observe the behavior of adults. This skill will make them to know how to negotiate with people. They can use body language, crying, smiling, and yelling to show their feelings. For instance, I often take my lovely niece to go out for fun. Therefore, every time when she sees me, she will be good around me. She clearly uses her body language to express her demands. She knows when is the best time to ask for a request. Through these little nippers, I can learn how to be a good observer at any time. Then, I can try to understand what they think. It will be easily to negotiate with them.

    New communication method is a way to use in negotiation. We have to begin asking questions and listening. We try to not give answers and less talking. Try our best to let a person share anything with us. We use the method in formal meeting or talking. Especially, I think it will be helpful for students to attend lectures and communicate with people. If we don’t want to communicate with a person, we can start to ask him/her questions. These questions have to be very clever to turn to other subjects. New communication method is quite beneficial. No matter where we are, we can try to use it to negotiate with various people. After learning it, I will do my best to study hard at Wenzao and use it to communicate with my teachers and classmates.

    Both of children learning and new communication method are excellent skills. After studying the lecture’s handouts, I found out it is not only valuable but also thought-provoking. Anyway, I can’t wait for taking your further classes. Thanks for your creative teaching.


    To Judy:

    1. Your long but insigtful reflections on the both topic we covered are very impressive.

    2. You hit a very important point about "learing from children"--they just have the gut to demand, and they're not frustrated by the opponent's saying "no." Besides, they usually know how to make the most use of their loveliness to win their opponent's "concession."

    3. As I raiesed in the class, how to draft questions plays a very very important role in negotiation or the so-called "NEW COMMUNICATION METHOD."

    4. Allow me to advice you on your grammar as follows:
    a. they don’t afraid of--THEY AREN'T AFRAID OF

    b. She knows when is the best time to ask for a request.--SHE KNOWS WHEN THE BEST TIME IS TO MAKE A REQUEST.

    c. We have to begin asking questions and listening.--WE HAVE TO BEGIN WITH ASKING QUESTIONS AND LISTENING ACTIVELY TO OUR OPPONENTS.

    By Blogger wonderwan, at 2:00 AM  

  • To Terence:

    1. Yes, Yahoo Auction is an excellent arena to develop or hone your negotiating skills. I like that, too.

    2. Remember: "Patience and Posture" are the two major factors for your success in that arena. We would cover the above in the later session.

    By Blogger wonderwan, at 2:07 AM  

  • To Cindy,

    1. Your questions are probably concerned with "how to make concession" in my negotiation lecturing.

    2. The key notion for making a concession is -- never make it too easy for them to have your concession, and never make it until you're sure you can trade for something else that you want.

    By Blogger wonderwan, at 4:38 AM  

  • To Terrence:
    1. Usually, single power can not necessarily assure you of the success in the negotiation. You need to shape more powers before you negotiate, like "relevant and brilliant skill," "personal charisma," "good communication," "excellent idea"...etc..

    2. A few advices for the grammar and words you use in your posting:
    a. "have the upper hand"
    b. ...candidates, who compete for the same opening.
    c. ...the candidate will be in a favorable position.

    By Blogger wonderwan, at 7:06 AM  

  • To Terrence:

    "Perception is reality" means that you have to develop some means to have your power (personal, relational, positional) "sensed" by the other party, and it should be delicately crafted and performed.

    In the business world, the titles on your business card is one of the tricks I mention above.

    So, do you have anything else to share with us?

    By Blogger wonderwan, at 2:27 AM  

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