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CIPS L4M5 (Commercial Negotiations) LATEST UPDATED STUDY GUIDE RATED A.
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CIPS L4M5 (Commercial Negotiations) LATEST UPDATED STUDY GUIDE RATED A.
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CIPS L4M5 (Commercial Negotiations) LATESTUPDATED STUDY GUIDE RATED A.
Emotional Quotient (Emotional Intelligence) is the set of skills that
✔✔enables us to make our way in a complex world - the personal, social
and survival aspects of overall intelligence, the elusive common sense and
sensitivity that are essential to effective daily functioning.
EQ seeks to measure emotional intelligence and is centered on abilities
such as the following
✔✔- Identifying emotions
- Evaluating how others feel
- Controlling one's own emotions
- Perceiving how others feel
- Usng emotions to facilitate social communication
- Relating to others
The JCA Global model of emotional intelligence
✔✔Personal Intelligence:
Behaviour- Self management
Feeling- Self awareness
Attitude- Self regard
Interpersonal Intelligence:
Behaviour- Relationship management
Feeling- Awareness of others
Attitude- Regard for others
,The JCA Global model of emotional intelligence consists of two parts
✔✔- Personal Intelligence: having positive self regard, being self aware
and managing your behaviour effectively
Interpersonal intelligence: having a positive regard for others, being
aware of others and managing your relationships effectively
EI is about Awareness. Emotional Intelligence involves
✔✔noticing, labelling and interpreting our emotions and the emotions of
others
Good negotiators are attuned to all stimuli and not just the verbal and
written information exchanged, also
✔✔- tone of voice
- body language
- facial expressions
Good negotiators can change between the following styles of negotiation
in response to the situtation they find themselves in and the people they
are dealing with
✔✔- warm
- tough
- logical
- dealer
,Reflection simply means
✔✔taking time to review what went well and what could have gone better
after a negotiation session
Reflection is key to
✔✔improving the negotiation capabilites of individuals and teams in the
future
Negotiation skills are best learnt through
✔✔experience, observation and honest reflection on performance in a
safe environment
Benefits of reflection
✔✔- makes participants more focused during the meeting
- lessons can be learned regarding what tactics worked/did not work
- participants get an opportunity to air their thoughts openly with
colleagues
- the strengths and weaknesses of the negotiation strategy can be
confirmed
- the strengths and weaknesses regarding individual/team skills can be
identified for development
- negotiation is a skill and reflections on the experience can improve
performance in future negotiation settings
- reflection assists current leaders in identifying future leaders through
their capability to give and receive feedback
Example reflection questions on the 'Process'
✔✔- Did logistics work or play and influencing role?
, - Did agenda and timings work?
- Did the negotiation go through all the phases as planned?
- Did we/they use any technical ploys? Did they work?
- If we reached and agreement did we get written summary/agree heads
of terms?
- Were there any suprises?
- Any lessons for next time?
Example reflection questions on the 'People'
✔✔- Did we keep to agreed terms?
- Did we communicate effectively within the team? Did we use an
effective mixture of 'push' and 'pull' techniques?
- Did we presnent with confidence?
- How was our body language/non-verbal communication?
- Did we ask te right questions?
- How did we respond to questions?
- Any lessons for next time?
Example reflection questions on the 'Objectives'
✔✔- Did we open well?
- Did we gain insights into key target areas?
- Did we achieve our objectives?
- Did we stay within our trading limits?
- What did we give away? Did we stick to our concession plan/bargaining
mix?
- Did we agree next steps?
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