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BasicManagementSkillsinNegotiati.docx

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BasicManagementSkillsinNegotiatiBasicManagementSkillsinNegotiationsAnysituationinvolvingtwoormorepeopleisamanagementopportunity.Thosewhotaketheinitiativewilltypicallyprevailwhetheritisaphysicalconfrontationorsimplydecidingwhichmovietosee.Negotiationsareonlyslightlymorecomplicatedmanagementopportunities.Unlikeafightwhereblowsarethrown,thecombatantsmustfeigncivilityandcontrol.Initiativeandleadership,however,arethemostreliabletacticstobeusedtoprevail.Thoseinvolvedinadisputemakeupasmallgroupandaresubjecttotraditionalgroupdynamics.Groupsintrinsicallyneedtobemanaged.Thisiswhatmakesmediatorseffectiveinsettlingdisputes.Theyareadeptattakingcontrolandmanagingthemediationprocess.Negotiatorscanbenefitfromlearningmediatingtechniques.Parents,too,benefitfromapproachingfamilydisputesasagroupdynamicsituationinwhicheachfamilymemberhasaroleandvoice.Usingthemediationtechniqueofinclusiontointegrateeveryone'sneedsintothesolutioncanprovideamutuallyagreeablegroupdecision.Howdoesonetakecontrolofaninformalgroup?Byexertinginfluenceanddemonstratingleadershiptraits.Inanegotiation,therearesomewaystotaketheinitiative:-Initiatethecalltoarrangeforthemeeting.-Hostthemeetingwhereyouwillhavetheabilitytoperformadministrativetasksthroughyourstaffforthegroup.-Prepareandpresent(orhaveonthetable)anagendaforthemeeting.-Actingasthehost,introduceeveryonetoeachotherandmakesuretheyhavecoffee,wateroranythingelsetheymayneed.-Positionyourpadandpenattheheadofthetablebeforetheothersarrive.-Beforesomeoneelsesuggestsit,callthemeetingtoorder.Theseseemlikesmallthingsbuttheydemonstrateyourconfidence,yourcan-doattitude,andyourcontroloftheenvironment.Allthatisleftisforyoutocontrolthediscussion.Thatisnotaseasy.Butyouwillhavemadeagoodstart.Managingimpliestakingresponsibilityfortheactionsofothers.Anegotiationleaderoramediatordelegatesresponsibilitiesnotonlytohisco-negotiators,ifany,buttotheotherside.Thisdelegationofassignmentsservesnotonlytogetthejobdonebutalsotogiveeveryoneavestedinterestintheoutcome.Amediatoradvancestheproc