Negotiation is both art and science. Methodology is stressed on the science part so is especially crucial during preparation stages before the negotiation process begins. Preparation requires you to establish your overall objectives and initial position. Communication, on the other hand, is stressed on the art part and hence is intensively applied during the negotiation process itself. Reading your opponent's body language, understanding the tone of his or her voice and interpreting his or her words while at the same time controlling your own behavior - all this are crucial elements that you must always remember.

High-ranking diplomats and your neighbourhood vegetable seller are good negotiators who merely employ different forms of negotiation. The former is focused with the long-term consequences of an international memorandum while the later is concerned with the short-term gains (or losses) of a price barganing.

So, here's some knowledge sharing for you (what I learned from the course):

• What is negotiation? Many definitions but this is my favourite, "Give me some of what I want and I will give you some of what you want".
  
• Process of negotiation involves PREPARE, DEBATE, PROPOSE and BARGAIN.
  
• Know the negotiation styles. Play the red-blue game to find out who's assertive blue or aggressive red.
  
• Spot and apply tactical ploys. Cool names such as Salami, Russian Front, Mother Hubbard and Tough Guy/Soft Guy. Will get the list up in future.
  
• Develop power in negotiation. Establish yourself as a worthy opponent, be respected, assertive but yet forceful. Need I say more?
  
• Active listening. Aaah, applicable to all kinds of situation especially between husbands and wives. God has given you two ears right?
  
• When both parties are open and seek a long-term win-win solution, try the principled negotiation approach. Short-term situations like buying and selling a product is better off with the positional bargaining approach.
  
• Negotiation principles:
  
  
  
  • Get the other side to commit first
    
  • Never say yes to the first offer
    
  • Ask for more than you expect to get
    
  • Acting dumb is smart
    
  • Don't let the other side write the contract
    
  • Read the contract every time
    
  • Funny money - avoid it
    
  • People believe what they see in writing
    
  • Concentrate on the issues
    
  • Use time pressure to your advantage
    
  • Always congratulate the other side
    
  
  

PS: How do I rate myself as a negotiator? I was never a good one to begin with. In fact, I fail to negotiate at times when it is required too. Loser... hahaha. But attending this course did enlighten me on one point... there's really nothing to loose if you try (to negotiate), you will never know if you never try. Good, I will remember that.

Hey, I was good too with preparing the complicated Excel spreadsheet formulations that helped us in the negotiation of engineering resource contract during one of the role plays. Cool!

"Let us never negotiate ouf of fear, but let us never fear to negotiate" - John F Kennedy, US President