NEGOTIATION

Negotiation -- Gaining mutual agreement on or acceptance of a decision or course of action from individuals with real or perceived conflicting interests.

Some jobs require people who know when to give in on a point and when to stand firm. They know when to argue their case, raise questions, and make compromises in the best interests of all parties. Negotiation can be between peers and co-workers, supervisor and employee, or involve a citizen, supplier, or other outside agencies.

Though related to Leadership/Influence, Negotiation focuses on the ability to deal with actual differences of opinion and conflicting interests.

Key Behaviors:

• Identifies issues and concerns of both parties.

• Finds solutions that both parties agree on.

• Uses facts to back up a viewpoint.

• Responds to challenges with relevant information.

• Handles controversial situations in a posit*e way.

• Shares information to establish openness and trust.

• Explores the needs and viewpoints of others.

• Defines specific points of agreement/disagreement.

• Demonstrates understanding of others' needs and priorities.

• Keeps discussion issue-oriented.

• Settles disagreements and/or problems among parties.

• Uses effective influence behaviors (see Leadership/Influence).

Key Words -- rebut, firm, concede, seek, clarify, mutual agreement, organize, information, factual, disclosing, compromise

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