Negotiation Communication & Problem Solving (CPS) for Achievers Support Resource

Negotiation – Introduction

Business life revolves around negotiations and sales. These are not necessarily the over-the-counter, obvious type of retail sales. They can represent agreements at different levels.

You may ask someone for a favour, or you may make a formal proposal at a meeting to fund a project. Each one is a presentation of factors, in which you set a level of expectation. At other times people will make a presentation of factors to you, outlining their expectations.

The results depend on negotiations where people make requests and set conditions. The other side either accedes to them or challenges them.

Some people are good at presenting the factors for consideration, but not as effective at the actual negotiations. That is why in certain organizations, like advertising agencies, they separate the role of the creative developers from that of the business negotiators.

The Margerison CPS Model, can be used as a guide on the clarity in the presentation of the factors under consideration, to provide solutions to problems, and also to develop sharpness in negotiations, to ensure the terms are acceptable.