Negotiation Skills Self Assessment Essay

1509 Words Mar 27th, 2012 7 Pages
Negotiation Skills
Self Assessment
By
John Doe

Executive Summary

My time in the negotiation skills workshop was very humbling. Before the workshop began my negotiation ability was one of the business skills I knew needed the most improvement. When going into negotiations at work, prior to the course, the only thing I knew was that I wanted a lower price then I was given. What actually surprised me most what that I did actually have some effective negotiating strategies but I was correct in my belief that I had a lot to learn. When you have a goal but lack a game plan on how to achieve it that makes negotiating very difficult and something that I approached with much reservation at work.
As you will see from my report I
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As a direct result of that the party will have a limited range of negotiating power especially as the stakes get bigger.
In negotiations prior to the workshop one of the biggest barriers I faced to reaching an agreement was often allowing an initial offer that was considerably different for what I was hoping to achieve frustrate me and cause me to end negotiations abruptly. That doesn’t mean necessarily walking away from the negotiations literally. I would however allow myself to become annoyed or frustrated and say to myself that if that is their position I don’t see how we could possibly close the gap. Regardless of whether or not I would vocalize that to the other party or parties, once you start thinking that way you can quickly close yourself off to finding out if there was a possibility of there actually being a ZOPA(zone of possible agreement). I can actually think of a case I faced where after coming to price terms with a potential supplier I abruptly ended negotiations after they countered my condition of no money down and 60 day payment terms (standard company policy) with a five figure down payment and 30 day terms. I truly believed at that point that they were asking for something I couldn’t possibly give them and that we were too far away to reach a mutually satisfactory agreement.
The real interests of

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