Summary of Negotiation

Negotiation is the important part in our human relationship, thus good negotiation skills make our communication better. Today's reading is about what is noticeable among the skilled negotiators.

Seeking Information
The skilled negotiators try to find more imformation than the average nagotiators do. By doing it, it is possible to obtain necessary information to discussion. Good information controls good discussion.

Testing Understanding and Summarising
Testing understanding is making sure the other understand what has been done in discussion. Summarising is briefly restate the main points in discussion. Both works to avoid the misunderstanding.

Reflecting
Reflecting is similar to testing understanding. It is repeating what the other said to make sure the discussion is being done properly.

Behavior Labelling
The slikked nagotiators provide advanced attention to indentify their behaviors. For example, before they ask "What is the unit cost?", they add more sentence - "Can I ask you a question, what is the unit cost?" This works to draws attention and force the other to respond. Also it brake the negotiation to let both negotiator rethink of what has been talked.
However, there is one exception. The skilled negotiators do not label disagreement. The average negotiators tend to start with "I disagree with ~." In contrast, the skilled state the reasons fisrt, and gradually show disagreement. Stating the reasons first drive the other to listen to the reasons more than labeling disagreement first. Thus the skilled negotiators avoid labeling disagreement in negotiations.

Feeling Commentary
In the negotiaiton, both sides have their true motive in their deep mind, and negotiation is alike seeking what the other want and triying to make an agreement. The skilled negotiators reveal what is going on in their mind to make a trust to the other. In the nagotiation, showing feeling relieves the other.

Reflection on my previous negotiation
In the previous negotiation, I did "seeking information" to make a win-win agreement. But think of it, I never did other acts. If we have a chance to have negotiation next time, I want to pay attetion on all of these above to become "the skilled negotiator". As the reading says, practicing makes us skilled and it is better than only obtaining knowledge.