The adventure of learning negotiations

Last week the semester was over at the University and so it was one more year the subject Business Negotiations. The subject pretends to introduce the students what negotiations is basically about and how to be sensitive to this every day skill. I always tell the students that far away from what I can teach it is more important what they learn. Therefore here it is what 2102 class from Business Negotiations learnt at ICADE. I did not know how to summarize one semester in a class so I just told them “Please, individually. If you guys had to teach five things about negotiations to your sons and daughters what would you teach them?” Afterwards we got them into groups and made a selection of their ideas. Here is what they learned:

1 Power is something you perceive. When negotiating you deal in perception of power more than any other thing. Respect others as people not just as a means to an end.

2 Act friendly and consider the other as a person and treat him or her as such.

3 Be creative. There is always an alternative when negotiating.

4 Do not be afraid to ask for what you want.

5 Ask questions to find out what the other part wants.

6 Tell the other part how their actions make you feel.

7 Be friendly and create a good and strong relationship.

8 Listen carefully without interrupting and keep eye contact.

9 Win-win situations are often, but not always possible.

10 Be Prepared!! As much as possible!!

11 Never lie unless you have legitimate facts to support it and make it believable.

This is what they learned. Now here is what trough my academic and private life I discovered this year about negotiations.

1 Best professor in Negotiations is and will be yourself. No need to read that much or attending to training programs. You are your best professor if you want to.

2 Learn from experience. The more you practice the better you will become.

3 Do not feel bad for not wanting to negotiate. Sometimes you need distance so take distance and time. Negotiate when you want to and when you feel prepared.

4 Respect yourself when negotiating and when not negotiating.

5 Listen to your feelings. They matter because they are part of you.

To all of 2012 Business Negotiation class students. Thank you so much for a wonderful semester and for a great learning opportunity. Good luck in life!!!