The Leadership Japan Series By Dale Carnegie Training Japan

The Negotiation Process     “Winning is not a sometime thing. You don’t do things right once in a while…you do them right all of the time”. This is a great quote from the famous American football coach Vince Lombardi and we can apply this idea directly to negotiations. Any business undertaking does better when there is a structure, a process that is capable of creating consistent outcomes. As negotiators, if we don’t manage the process, we risk becoming passive, reactive spectators to events as they unfold. Purposeful behavior is the key to influencing win-win outcomes.   There are four stages of the negotiation we should prepare for:   Analysis We need to identify possible alternatives available to us in reaching an agreement. There are many levers we can pull in negotiating an agreement and finding added value through those levers requires clarity around the full picture of what we are trying to achieve.   We need to see the negotiation from the point of view of our counterparty. For this we need informati