Chapter 12 — Negotiation Skills

Overview

The workshop introduced the fundamentals of negotiation and why it matters in business, personal relationships, and conflict resolution. Objectives: understand core concepts, learn practical strategies and techniques, practise real scenarios, and build confidence.

Core Concepts

• BATNA — Best Alternative to a Negotiated Agreement (your plan-B if no deal). A stronger BATNA gives more leverage.
• ZOPA — Zone of Possible Agreement (the overlap where both sides can accept a deal).
• Win–Win mindset — aim for outcomes that solve the problem and preserve relationships.

Negotiation Stages (Practical)

• Prepare thoroughly — research people, context, constraints; list concessions and trade-offs.
• Set clear objectives — must-haves vs. nice-to-haves; define your walk-away point.
• Explore interests — ask open questions, listen, and surface priorities on both sides.
• Bargain — trade packages, stay calm, use silence, and move incrementally.
• Close & follow-up — confirm terms, timelines, and next steps; express appreciation.

Strategies & Techniques

• Build rapport; mirror communication styles genuinely.
• Active listening — focus, probe with open questions, summarize/clarify.
• Manage time and emotions; stay calm and patient.
• Offer creative options; think in interests, not positions; bundle issues.
• Use silence strategically; read non-verbal cues.
• Be willing to walk away when the offer is outside your red lines.

Class Scenario (Resource Allocation)

Three project managers (A—urgent deadline, B—behind schedule, C—flexible but quality-focused) must share limited labour, equipment, and materials.

• A: request priority now; promise to release resources later.
• B: propose phased allocation to catch up, then share fairly.
• C: request support to maintain quality; optimize usage afterwards.

Salary Negotiation (BATNA + ZOPA)

• Know market alternatives (your BATNA) and your reservation point; communicate diplomatically.
• Find the overlap between your range and the employer’s (ZOPA); justify with impact and trade flexible components (e.g., benefits, timelines).

What I Did

I prepared objectives and red lines, role-played the project manager scenario, and used open questions to surface interests before trading options.