1. Preparing for 1.1 Background information on other parties to the negotiation negotiation 1.2 Good understanding of topic to be negotiated 1.3 Clear understanding of desired outcome/s 1.4 Personal attributes self-awareness self esteem objectivity empathy respect for others 1.5 Interpersonal skills listening/reflecting nonverbal communication assertiveness behavior labeling testing understanding seeking information self-disclosing 1.6 Analytic skills observing differences between content and process identifying bargaining information applying strategies to manage process applying steps in negotiating process strategies to manage conflict steps in negotiating process options within organization and externally for resolving conflict 2. Non-verbal 2.1 Friendly reception environments 2.2 Warm and welcoming room 2.3 Refreshments offered 2.4 Lead in conversation before negotiation begins 3. Active listening 3.1 Attentive 3.2 Don’t interrupt 3.3 Good posture 3.4 Maintain eye contact 3.5 Reflective listening 4. Questioning 4.1 Direct techniques 4.2 Indirect 4.3 Open-ended EVIDENCE GUIDE
1. Preparing for negotiation 1.1 1.2 1.3 1.4 1.5 1.6 Background information on other parties to the negotiation Good understanding of topic to be negotiated Clear understanding of desired outcome/s Personal attributes self-awareness self esteem objectivity empathy respect for others Interpersonal skills listening/reflecting nonverbal communication assertiveness behavior labeling testing understanding seeking information self-disclosing Analytic skills observing differences between content and process identifying bargaining information applying strategies to manage process applying steps in negotiating process strategies to manage conflict steps in negotiating process options within organization and externally for resolving conflict 2. Non-verbal environments 2.1 2.2 2.3 2.4 Friendly reception Warm and welcoming room Refreshments offered Lead in conversation before negotiation begins 3. Active listening 3.1 3.2 3.3 3.4 3.5 Attentive Don’t interrupt Good posture Maintain eye contact Reflective listening 4. Questioning techniques 4.1 4.2 4.3 Direct Indirect Open-ended EVIDENCE GUIDE
TR%20-%20Programming%20(Oracle%20Database)%20NC%20III.docx