Negotiation Techniques

When running a design practice or any business which involves constant communication with clients it is useful to be aware of different negotiation techniques. These can come in useful in the event of agreeing payment, getting the most out of a team, persuading people of an idea you have had or agreeing on contracts.

When attending a meeting with a client where it will be necessary to come to some sort of agreement it is important to be confident in your approach. It is also important to consider not only what you want out of the discussion but consider what the opposing party will want out of it as well. In order to come to a win-win negotiation with someone you also need to be aware before hand of what you will compromise on in order to come to an agreement over a matter, not only that but what topics you imperatively will not budge on. It is certainly better to be aware of these guidelines you have set yourself before a meeting in order to look professional and be taken more seriously. The idea behind a win-win negotiation technique is for each party to leave the discussion feeling that they have benefited in some way from the meeting, not to leave feeling deflated and that you have lost more than what you gained.

Each party leaving satisfied from a discussion can be the basis for a good working relationship and make future dealings with clients or other business operatives you have dealings with a lot easier.

Below I have posted a link to a site which not only shows further information on win-win negotiations but lots of helpful items when it comes to project management.

http://www.mindtools.com/CommSkll/NegotiationSkills.htm

Neuro-Linguistic Programming

Neuro-Linguistic Programming is the dynamics between our mind, language and body language. Neuro-Linguistic Programming or better known as NLP was first invented by DR Richard Bandler in the 1970s, a computer scientist and Gestalt therapist and also DR John Grinder who was a linguist and therapist. NLP would be better described as a method of influencing brain behaviour. NLP can be used to be in more control of your own feelings and thought processes and studies suggest it can result in you leading a more happy and successful life. NLP can actually teach people how to communicate with other people more effectively and get your view across. NLP consists of a number of NLP techniques which can teach you the many benefits in reprogramming your thought process. Many people who are skilled in NLP have the ability to even manage their moods and behaviours and think a lot more clearly than before. It is basically considered to be the technology of the mind and NLP researchers have spent many years researching the thinking processes of many successful people in many areas including business, sport or education. Many places now offer courses in NLP to help people acquire these skills in the attempt to become more successful at what they do.

As mentioned previously NLP first began in the 1970s however, there is something called the new generation of NLP which has been a focus for development since the 1990s. A book was brought out on this new generation of NLP called ‘The Next Generation’ which further discusses the development of the NLP techniques. Below are some links which give information on NLP practices.

http://www.nlp-now.co.uk/nlp-what.htm

http://www.nlpu.com/NewDesign/NLPU_WhatIsNLP.html

Sharp Practice

The Cambridge online dictionary defines sharp practice as ‘a way of behaving, in business, that is dishonest but not illegal’. From my understanding when a company is to use underhand tactics in an attempt to get what it wants this would be considered to be sharp practice. An example of sharp practice would be when an independent agent contacts a local business in an attempt to offer upgrades on their mobile phones. There is nothing wrong or illegal about this however, in order to seal the deal the independent agents then go on to offer deals that they can’t follow through with. For example they may offer to pay the cancellation charge on the businesses current mobile phone contracts. However, once the company has signed up to the new contract, the independent agent can then refuse to pay the cancellation fee leaving the local business with two contracts which they will be liable to pay. Advice suggests that if on the unfortunate hand you managed to get caught up in a scam which turned out to be sharp practice you should seek independent legal advice immediately. To avoid getting caught out by scams it is always recommended to ask for things in writing before agreeing to a contract. Below I have included a number of links which give more information on sharp practice scams and examples and advice on how to avoid getting caught up with sharp practice.

http://cardifflegal.com/blog/archives/100

http://dictionary.cambridge.org/dictionary/british/sharp-practice

http://knowledge.asb.unsw.edu.au/article.cfm?articleid=1460

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