Learning Series 6 : NEGOTIATE AND WIN

In continuation with my Learning Series; adapted from a motivating and inspiring write-up which I felt would be very useful for both students and the Society as a whole with day – to – day instances, to encourage positive thinking  and improve efficiency !!

18th CAMEL (NEGOTIATE AND WIN!):  We use ‘negotiation skills’ with family, friends and a range of people and  organizations. These skills are a part of our everyday life. This write-up talks about these skills.
Have you ever solved a problem between two of your friends?  What do you do in such conditions?

  • You stop their argument.
  • You listen to each of them.
  • You understand and analyse their problem.
  • You communicate and develop intimacy and at one winwin point, (a point which is agreeable and profitable to both the parties) you bring them closer by solving their problem.

This will be possible only if you have good decision-making ability and good moral values. You must behave without any bias or partiality.

What are all these skills? Nothing but ‘negotiation skills’!

IT IS HARD TO GET  WHAT YOU NEVER ASK FOR!

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Read the story:   “18th Camel!”    This is a very old story popular in many countries.

A father left 17 camels as an asset to his three sons. After the death of their father, they opened his will.  The will of the father stated that the eldest son should get half of 17 camels, the middle son, 1/3rd of 17 camels and the youngest son, 1/9th of 17 camels. As it is not possible to divide 17 into half or 17 by 3 or by 9, the sons started to fight with one another. How will the sons divide the camels as per their father’s will? The sons failed to solve the riddle. They started fighting.

One day they heard that a wise man came to their village. They approached him. He listened to them and smiled. He read the will carefully and asked them to listen to his words. He added his own camel to the group. He gave nine camels to the eldest son. The middle son was to get one-third, and one-third of 18 being 6, the middle son was allowed to take 6 camels. Then came the turn of the youngest son, who was to get one-ninth of 18, which works out to 2, so the old man gave him two camels. All the three sons were shocked but felt very happy.

How is this possible? It is just because of his 18th camel! What skills did the wise man use to pacify the fighting brothers? “NEGOTIATION SKILLS!”

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Some ‘don’ts’ when you negotiate …
• Don’t talk without prior knowledge of the issue.
• Don’t proceed vaguely without having expected outcomes.
• Don’t intervene when discussion is going on.
• Don’t mess up with so many intentions.
• Don’t let other people control the situations.
• Don’t be rigid and foolish.
• Don’t be silent.
• Don’t confuse negotiation with confrontation – you should remain calm, professional and patient.
• Don’t become emotional – remember to stick to the issue.
• Don’t make it personal.
• Don’t be angry, hostile or frustrated.
• Don’t blame the other party if you can’t achieve your desired outcome.

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Choose an Answer to Assess Your Negotiation Skills:
1. A good negotiator is always rigid. True / False
2. A bad negotiator talks much. True / False
3. A good negotiator keeps balance and doesnot criticise any body. True / False
4. A good negotiator understands the problem well. True / False
5. A bad negotiator argues and confronts. True / False
6. A good negotiator intervenes in discussion. True / False
7. A negotiator needs listening skills. True / False
8. A good negotiator has goals and objectives True / False
9. A bad negotiator doesnot have goals. True / False
10. Negotiation includes many skills. True / False

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