https://www.youtube.com/watch?v=OhZ8CqOjS2s
- William McCormick
https://www.youtube.com/watch?v=MXFpOWDAhvM
- Margaret Neale
The three videos that are listed
above give great insight to what constitutes a good negotiation. The first
video is a Lynda.com course I watched by Lisa Gates called, The Six Steps In Preparing For A Successful
Negotiation. Lisa talks about the importance of BATNA, or The Best
Alternative To a Negotiated Agreement. In her vide, she calls this one’s
resentment insurance number. In order for a successful negotiation, you must
prepare and research your counterpart. Gates describes this as the most
important step because she explains to not rely on your whit or creativeness to
“get by” in a negotiation.
This will segue into the next video
by Margaret Neale in her video, Negotiation:
Getting What You Want. She as well, talks about how research is extremely
important. She gives an example about when she was asked to teach six classes
at her university rather than five. The reason was to create more contact hours
as much as credit hours. She did research and realized that the majority of
specialty classes that she taught, are classes that not many professors teach.
She used this to her advantage and instead got her specialty classes lengthened
to match contact hours. I felt that she
use positional bargaining because she was negotiating her job and realized how
valuable she was in the majority of the courses she taught. Although her other
classes were MBA business classes, many professors teach those types of
classes. She used leverage in her position as a special educator.
The final video I watched was an
online negotiation class conducted by William McCormick, about what the best
negotiators do. He talks about how all people negotiate, but not all people
negotiate well. His four points that negotiators do wrong are people concede
too much, too fast, they don’t plan effectively, they respond poorly to
adversarial tactics, and they don’t understand what win-win really means. This
was an interesting session because McCormick explained negotiation somewhat
differently than the two videos I previously explained. McCormick talks about
being tactful and asking all the right questions.
These were fantastic videos and I
was pleased that the three were different I their own way. Combining all of
these videos for me could result in myself being a skilled negotiator. I must
first and most importantly, prepare well. Then I must be able to prepare myself
for my opponent’s tactics in the negotiation process. One of the best quote
from all three came from Margaret Neale, who stated, “the goal of a negotiation
is not to get a deal, it’s about getting a good deal.”
