The power of the question
Good preparation is the key to success in negotiation. It has been suggested that 80% of a negotiation's outcome is determined by the skills of the parties in preparing for it. During preparation, two key questions should be addressed: What are one's own objectives and what are the needs o...
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| Published in | CA Magazine Vol. 134; no. 5; p. 39 |
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| Main Author | |
| Format | Trade Publication Article |
| Language | English |
| Published |
Toronto
CANADIAN INSTITUTE OF CHARTERED ACCOUNTANTS
01.06.2001
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| Subjects | |
| Online Access | Get full text |
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| Abstract | Good preparation is the key to success in negotiation. It has been suggested that 80% of a negotiation's outcome is determined by the skills of the parties in preparing for it. During preparation, two key questions should be addressed: What are one's own objectives and what are the needs of the other side? Negotiators are most successful when they operate in the context of understanding their own short- and long-term objectives, strategies and ethical standards. Knowing your long-term objectives allows you to be creative and flexible. As one goes into a negotiation, the short-term objective is to get a deal. One should have prepared by specifying the outcomes that are desired from the negotiation, and these outcomes are compatible with and contribute to one's long-term objectives. |
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| AbstractList | Good preparation is the key to success in negotiation. It has been suggested that 80% of a negotiation's outcome is determined by the skills of the parties in preparing for it. During preparation, two key questions should be addressed: What are one's own objectives and what are the needs of the other side? Negotiators are most successful when they operate in the context of understanding their own short- and long-term objectives, strategies and ethical standards. Knowing your long-term objectives allows you to be creative and flexible. As one goes into a negotiation, the short-term objective is to get a deal. One should have prepared by specifying the outcomes that are desired from the negotiation, and these outcomes are compatible with and contribute to one's long-term objectives. |
| Author | Lindsay, Hugh |
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| Copyright | Copyright CANADIAN INSTITUTE OF CHARTERED ACCOUNTANTS Jun/Jul 2001 |
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| Snippet | Good preparation is the key to success in negotiation. It has been suggested that 80% of a negotiation's outcome is determined by the skills of the parties in... |
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| SubjectTerms | Agreements Effectiveness Guidelines Negotiations Objectives Success Verbal communication |
| Title | The power of the question |
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