can respond to events as they unfold. After you know your intentions regarding the relationship vs. the outcome, take time to learn about the people with whom you are negotiating. Learn as much as you can about their culture practices, communication preferences, and their unique perspectives (independent of their to understand, then to be understood. Take time to learn about the environment where you will be negotiating. If it is in a country with which you are not familiar, arrive early to better assimilate into their culture. If they are visiting you for the negotiation, take time to understand what would make them more comfortable so you can negotiate in good faith. Approach the interaction with compassion as you would like to be treated by them (even if this is not their
On this level of interaction, cultural differences and identity defenses tend to be less important. Even if the other party is not behaving at this level, hold the ground. People are capable of amazing and quick shifts. Hold the space so this is possible. When this occurs, be prepared for a profound exchange of positive energy and business prospects.
When this occurs, be prepared for a profound exchange of positive energy and business prospects.
This style of negotiation does not discount people’s individuality and history; on the contrary, in the honoring and deep acknowledgment of their presence, they feel safe and trusting to proceed with the business purpose of the meeting. The groups’ customs and idiosyncrasies would no longer interfere with the highest and best intention of the business agreement.
BY ZIENNA K. NALLES, PMP
? Test Questions
4. Project Management Professional (PMPs) Which of the following is NOT true?
PMBOK® Guide interest.
Presentation Memory Power
It doesn't matter if you present one-on-one or to large groups.
In a competitive marketplace it is critical to know how to stand up and stand out.
“I remember faces not names” will no longer apply to you. We
guarantee you will recall names, presentations, product information and whatever else you want to remember without notes!
VOLUME 1, ISSUE 2 Cheetah Phast Magazine 29
NEGOTIATION
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