Jonathan Farrington's Articles in Negotiation

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How To Negotiate With The Four Personality Types People negotiate differently and behave differently during the negotiation process and we can observe different styles of negotiation and how different types of behaviour can affect the outcome of negotiations. Negotiation - Understanding Your Sources Of Power One of the main differences between negotiators is how confident they feel when negotiating. Typically, the more confident we feel, and the better we are prepared, the more successful will be the outcome of our negotiations.Personal power comes from many sources. To build up and increase our confidence as negotiators we need to step back and analyse the sources of our personal power and compare them with those of the people with whom we are negotiating. Negotiation - Understanding Movement, Concessions And Bargaining Asking questions and listening effectively are important skills both in selling and negotiating. The first phase of negotiation involves both parties agreeing the background to the negotiation and fishing for the opening demand or offer. It is often better to present the opening demand or offer in terms of a hypothetical question, as this allows the negotiator to retreat to his initial position if necessary. Negotiation - Planning For A Successful Outcome In any kind of negotiation the planning stage is probably the most important. Too often we go in badly prepared and end up giving concessions that reduce the overall profitability of the final deal. The importance of planning is in having a very clear idea before entering into the negotiation. Styles Of Negotiation Our style of negotiation will be influenced by the style of the other party. If both sides are adversarial; there will be little trust between the two parties, however, if one side decides to be co-operative, there is a danger the other side will use this apparent sign of weakness to their advantage. Negotiation - Tactics, Tricks And Threats Most successful negotiators recognise that the way people involved in negotiations behave does not always reflect their true feelings or intentions. This article looks at negotiating tactics that may be used by you or on you.

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