Enhancing Relationships to Strengthen the Negotiation Process
The theory presented here represents the philosophy of "Win-Win" relationships in the negotiation process. First, it is important to understand people's types and temperaments. Second, having knowledge of these personalities will be advantageous when preparing for a negotiation. The types of negotiations I am discussing in this article are long term and require long term relationships with key suppliers. Next, when one knows the people with whom they are negotiating, the development is enhanced and conflicts are reduced. In this way, all participants have a more constructive negotiation session.
The scope of a negotiation extremely broad. Young and old,the novice and the veteran conduct negotiations throughout the world Negotiation types are varied and can range from simple to complex. For example, negotiations take place between buyers and sellers, in corporate mergers, between diplomates of foreign countries and cultures in the United Nations, or between the Senate, the Congress, and the President of the United States. Family members negotiate with each other daily and it may or may not be money related. My point is that one should know something about the people with whom they are negotiating. This is complex subject with simple principles. As we continue to study people, we continue to learn more about them and how to work with them.
In the next few weeks and months I will be highlighting different leaders and their accomplishments in an effort to help us all learn more how people operate. So, stay tuned as I review several significant people in history. I'll be discussing their Key Characteristics too. I will also talk about working with these types of people.
Matthew Bradshaw, CPSM, CPSD, C.P.M. is the Director of Programs for ISM-Houston, Inc.