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Readiness Recipes

The Negotiating Manager

July 27, 2012 by Dr. Jon Warner in Readiness Recipes

The Negotiating Manager

Managers engage in negotiating many times every day. Sometimes this will be on significant issues and in a formal way but more generally will be to solve minor challenges such as obtaining or assembling needed resources. Negotiation as an activity is a special kind of communication because it uses a number of tactics and methods for communicating which are not usually part of normal everyday conversation or discussion. In order to be successful in our negotiations, some prior clarity about what we really want is always a good idea, especially if the outcome matters to us enough. Hence, in an important negotiation, we should give ourselves the time to reflect and ideally write down the outcomes or goals that we are realistically seeking. These written aspirations will usually list what must be achieved, what should be achieved and what would be nice to achieve in the negotiation. By doing this kind of preparation, we significantly increase our chances of negotiating success.

Ingredients:Readiness Recipes

  • Business mindedness
  • Capacity to cooperate and collaborate
  • Conflict management ability
  • Influencing skills
  • Listening skills
  • Problem-solving ability

Ingredients should be added, blended well and left to mature over time:

  • Business mindedness: This refers to a manager’s ability to assess the business or commercial impact of issues or challenges that might arise and react in an appropriate way.
  • Capacity to cooperate and collaborate: This refers to a manager’s capacity to work positively and flexibly in group situations, maintaining an open and helpful attitude.
  • Conflict management ability: This refers to a manager’s capacity to manage any conflict encountered (within him or herself or generated by others).
  • Influencing skills: This refers to a manager’s capacity to bring others to a particular way of thinking in a persuasive but non-threatening way and without any force or coercion.
  • Listening skills: This refers to a manager’s capacity to both hear and understand other people, and to quickly discern the full communication or message, both verbal and non-verbal.
  • Problem-solving ability: This refers to a manager’s ability to find appropriate methods and means to analyze others’ concerns or situations and to suggest potential avenues to explore that may provide a solution.
The Negotiating Manager has all of these ingredients; no substitutions or omissions can be made to the recipe.

“Readiness Recipes” is a new article series exploring 26 different kinds of managers A-Z and the key ingredients that each needs for success.  Stay tuned for more recipes and thanks for reading!

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About Dr. Jon Warner

Dr. Jon Warner is a prolific author, management consultant and executive coach with over 25 years experience. He has an MBA and a PhD in Organizational Psychology. Jon can be reached at OptimalJon@gmail.com

View all posts by Dr. Jon Warner →

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About the Editor and Primary Author

Jon Warner

Jon Warner is an executive coach and management consultant and in the past has been a CEO in three very different companies. Read more

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