Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good reason. It is difficult to imagine a more vital managerial skill than the skill of negotiating. Effective managers must be superior negotiators. Without solid negotiating abilities, managers will inevitably make serious mistakes in dealing with people at all levels, both inside and outside their organizations. As negotiators, managers must concern themselves with substantive issues and their continuing relationships with people. If they push too much, they may create hard feelings and a desire to exact revenge. If they are overly concerned about getting along with others, they may lose in many substantive areas, thereby negatively impacting upon their department and their organization.

Successful negotiating involves trading-off between getting along with people and getting what you want. All negotiators face this dilemma: "How can I get what I really desire and yet maintain a friendly relationship with the other side?" Those who can achieve these seemingly contradictory objectives have mastered the art of negotiating. Negotiation is a discussion between two or more people with the goal of reaching an amicable agreement on issues separating the parties when neither side has the power nor the desire to use its power to get its own way.

Collaborating is one of several problem-solving approaches, however collaborating looks for a workable solution and even-handedly explores the needs of the parties until they are reasonably satisfied. Its advantages are that both sides can win big and collectively find solutions, ideas, and outcomes that go beyond the scope of the individual parties involved. Personal relationships can improve rather than deteriorate. Its pitfalls are that it can be extremely time-consuming, and that negotiators with a forcing style may interpret this approach as weakness.

Copyright AE Schwartz & Associates All rights reserved. For additional presentation materials and resources: ReadySetPresent and for a Free listing as a Trainer, Consultant, Speaker, Vendor/Organization: TrainingConsortium

CEO, A.E. Schwartz & Associates, Boston, MA., a comprehensive organization which offers over 40 skills based management training programs. Mr. Schwartz conducts over 150 programs annually for clients in industry, research, technology, government, Fortune 100/500 companies, and nonprofit organizations worldwide. He is often found at conferences as a key note presenter and/or facilitator. His style is fast-paced, participatory, practical, and humorous. He has authored over 65 books and products, and taught/lectured at over a dozen colleges and universities throughout the United States.

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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.huffingtonpost.com/kathleen-reardon/nearly-as-far-fetched-as_b_132321.htmlcid=1254438696ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNG2HY9RTmcegnevCw1lul4yev1zDgNearly As Far-Fetched As The Maverick Lie -- bNegotiation/b Preconditions/abrfont size=-1font color=#6f6f6fHuffington Post,nbsp;NYnbsp;-/font nobrOct 6, 2008/nobr/fontbrfont size=-1First, it#39;s either naive or a fabrication when McCain suggests Obama will suddenly pop up at a bnegotiation/b with the leadership of Iran. b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.youtube.com/watch%3Fv%3Drop2tViyYS4cid=1254438696ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNEGZW2cbzlOUEx3zeorMou0JqJaVAVideo: From Policy To Personality/a font size=-1 color=#6f6f6fnobrCBS/nobr/fontobject width=448 height=356param name=movie value=http://www.youtube.com/v/rop2tViyYS4/paramparam name=wmode value=transparent/paramembed src=http://www.youtube.com/v/rop2tViyYS4type=application/x-shockwave-flashwmode=transparentwidth=448height=356/embed/objectbr/fontfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.huffingtonpost.com/omid-safi/terrorizing-the-american_b_132597.htmlcid=1254438696ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFbNjwb4DylzcxuYNerOCiKq7hxUgTerrorizing the American Politic/a font size=-1 color=#6f6f6fnobrHuffington Post/nobr/font/fontbrfont class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1254438696hl=ennobrall 5,126 news articles/nobr/a/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.inform.kz/showarticle3.php%3Flang%3Deng%26id%3D170853cid=0ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNE1v5HY8foapIZv1iRoJDd8Ore05ANazarbayev stands for continuation of bnegotiation/b process on b.../b/abrfont size=-1font color=#6f6f6fKazinform,nbsp;Kazakhstannbsp;-/font nobr14 hours ago/nobr/fontbrfont size=-1b.../b of the Middle East conflict were considered. KazakhstanТs President noted it was necessary to continue the process of bnegotiations/b on this problem./font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.paktribune.com/news/index.shtml%3F206404cid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNGFcPmhMkpccqQpxOYe48kRm2KvDAimg src=http://news.google.com/news?imgefp=-lf0e63hsfoJimgurl=www.paktribune.com/images/newsimages/2008/10/saudi-arabia-map.jpg width=80 height=54 alt= border=1brfont size=-2PakTribune.com/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.guardian.co.uk/commentisfree/2008/oct/07/afghanistan.middleeastcid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFTzpLbAkzLVZU2teYFd75zDsk4bgTalking to the Taliban – yet again/abrfont size=-1font color=#6f6f6fguardian.co.uk,nbsp;UKnbsp;-/font nobr10 hours ago/nobr/fontbrfont size=-1Third, and more importantly, if calm in Afghanistan is reached through bnegotiation/b with the Taliban, this will translate into more violence in Pakistan. b.../b/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://thepost.com.pk/OpinionNews.aspx%3Fdtlid%3D186237%26catid%3D11cid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNH51AKtxgGhf8hWD3YMQdOMiezuxATaliban talks in Saudi Arabia/a font size=-1 color=#6f6f6fnobrThe Post/nobr/font/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.gulf-daily-news.com/Story.asp%3FArticle%3D230911%26Sn%3DWORL%26IssueID%3D31201cid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNHBPcEFXiqRHIc-1jGUFtX-JpbN6AKabul hopes for peace talks/a font size=-1 color=#6f6f6fnobrGulf Daily News/nobr/font/fontbrfont size=-1a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://news.xinhuanet.com/english/2008-10/07/content_10161209.htmcid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNED4IrsW_GkhKYOrg-vBqb8uUKazAAfghan official: no talks held with Taliban/a font size=-1 color=#6f6f6fnobrXinhua/nobr/font/fontbrfont size=-1 class=pa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.ctv.ca/servlet/ArticleNews/mini/CTVNews/20081006/election2008_afghanistan_081006/20081006%3Fs_name%3Delection2008%26no_ads%3Dcid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNEYv_gDDNqw_C4mKS-JO5MCKQbLJAnobrCTV.ca/nobr/anbsp;- a href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://aawsat.com/english/news.asp%3Fsection%3D1%26id%3D14326cid=1254902146ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFImAsJuAMEy60yT_5yH4KIx1-qOgnobrAsharq Alawsat/nobr/a/fontbr/font class=p size=-1a class=p href=http://news.google.com/news?sourceid=navclientie=ISO-8859-1rls=GGLG,GGLG:2005-22,GGLG:enncl=1254902146hl=ennobrall 524 news articles/nobr/a/font/div/font/td/tr/table
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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.kansascity.com/news/local/story/830687.htmlcid=0ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFfAVOrGVm0lY2pPM5AmJQtprrbmwCordish e-mail, Oct. 2: A shooting in the Pamp;L District/abrfont size=-1font color=#6f6f6fKansas City Star,nbsp;MOnbsp;-/font nobr3 hours ago/nobr/fontbrfont size=-1Our concern over the City’s operation of the garages actually goes back to the bnegotiation/b of the Development Agreement four years ago. b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.livinginperu.com/news-7564-economy-peru-will-be-winner-free-trade-negotiations-with-chinacid=0ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNGuAsaA5rIMT4PEhPtdvwuICltXRwimg src=http://news.google.com/news?imgefp=_xVhWz0uvKsJimgurl=filer.livinginperu.com/news/img/araoz_13.jpg width=80 height=60 alt= border=1brfont size=-2Living in Peru/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.livinginperu.com/news-7564-economy-peru-will-be-winner-free-trade-negotiations-with-chinacid=0ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNGuAsaA5rIMT4PEhPtdvwuICltXRwPeru will be winner in free trade bnegotiations/b with China/abrfont size=-1font color=#6f6f6fLiving in Peru,nbsp;Perunbsp;-/font nobr3 hours ago/nobr/fontbrfont size=-1Peru will emerge as the winner when bnegotiations/b of the Free Trade Agreement (FTA) with China are concluded, said Tuesday the minister of Foreign Trade and b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.theglobeandmail.com/servlet/story/RTGAM.20081007.WBSteele20081007095721/WBStory/WBSteelecid=1255143031ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFEyJPXV6rwrVTu-VWGXgt0tMGH8gYou say al-Qaeda, I say Taliban/abrfont size=-1font color=#6f6f6fGlobe and Mail,nbsp;Canadanbsp;-/font nobr10 hours ago/nobr/fontbrfont size=-1My point was that al-Qaeda and the Taliban are closely linked and any bnegotiation/b with the Taliban is, by definition, a bnegotiation/b with al-Qaeda. b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.onlinenews.com.pk/details.php%3Fid%3D134246cid=1254973321ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNGYEEMgtYWLX4d-e2PS1RLQ1vxPSAimg src=http://news.google.com/news?imgefp=cBqlKVZ28wYJimgurl=www.onlinenews.com.pk/pictorial/large/06Cartn1.jpg width=80 height=57 alt= border=1brfont size=-2Online - International News Network/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.onlinenews.com.pk/details.php%3Fid%3D134246cid=1254973321ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNGYEEMgtYWLX4d-e2PS1RLQ1vxPSANews of bnegotiation/b with Afghan govt baseless: Taliban’s spokesman/abrfont size=-1font color=#6f6f6fOnline - International News Network,nbsp;Pakistannbsp;-/font nobrOct 6, 2008/nobr/fontbrfont size=-1PESHAWAR: Hizb-e-Islami and Taliban’s leader Mullah Umar has termed the news of Taliban’s bnegotiation/b with Afghan government as baseless and said that those b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.rttnews.com/Content/BreakingNews.aspx%3FNode%3DB1%26Id%3D733625%2520%26Category%3DBreaking%2520Newscid=1255128185ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNFLlAluKRQV9lyu0F8o3WB7stKlmQMesa Air reaches tentative deal with pilots - Update/abrfont size=-1font color=#6f6f6fRTT News,nbsp;NYnbsp;-/font nobr11 hours ago/nobr/fontbrfont size=-1After 10 months long expedited bnegotiation/b process, the company management and the pilot group struck a short-term agreement, which includes more days off b.../b/font/div/font/td/tr/table
table border=0 width= valign=top cellpadding=2 cellspacing=7trtd width=80 align=center valign=topfont style=font-size:85%;font-family:arial,sans-serifa href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.jamaica-gleaner.com/gleaner/20081005/focus/focus4.htmlcid=1254389513ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNEC2i_Zv3KK2DqpXM3cMMmuCdl0swimg src=http://news.google.com/news?imgefp=9c1May9kP20Jimgurl=www.jamaica-gleaner.com/gleaner/20081005/focus/images/Layout1_1_PLATFudreyMarAM.jpg width=58 height=80 alt= border=1brfont size=-2Jamaica Gleaner/font/a/font/tdtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.jamaica-gleaner.com/gleaner/20081005/focus/focus4.htmlcid=1254389513ei=TwTsSMqtKqGO6APfjrH8CAusg=AFQjCNEC2i_Zv3KK2DqpXM3cMMmuCdl0swTrade and bnegotiation/b: Keys to Jamaica#39;s economic development/abrfont size=-1font color=#6f6f6fJamaica Gleaner,nbsp;Jamaicanbsp;-/font nobrOct 4, 2008/nobr/fontbrfont size=-1A team of international negotiators was recruited and a regional bnegotiating/b machinery instituted specifically for the process. The discussions on the draft b.../b/font/div/font/td/tr/table
negotiation - Google News


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