Identify And Explain The Three Basic Steps In Strategy Formulation The 3 C’s of Negotiation

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The 3 C’s of Negotiation

Leaders are not born, they are developed; their leadership skills, strategies and techniques, learned rather than inherited.

The most important of these management strategies falls under the umbrella category of ‘negotiation’, which includes: the somewhat obvious exchange process of bidding for contracts and direct sales, and involves conflict resolution with customers, employees, friends, partners and family members. .

Negotiation is by nature a progressive process of compromise and agreement in pursuit of a mutually acceptable goal.

Successful negotiation in any scenario depends on the strategy and management tactics employed, with three categories – cooperative, collaborative or combative – called the three Cs.

Cooperative

Collaborativeness is usually associated with being constructive, helpful and positive. However, the proponent of the cooperative strategy is not really a negotiator at all, but rather finds the whole negotiation process awkward, clumsy and a little embarrassing.

Reaching an impasse or a crossroads that requires negotiation is interpreted as a conflict, not a series of obstacles that can be overcome amicably and objectively.

The resulting situation is destructive, undermines trust, credibility and, in the business arena, loses profits.

Although the proceedings were structured, they tended to be rushed and any sign of disagreement prompted a conclusion. The race to get all things done, all that could be promised or discounted; just is.

There is clearly an imbalance between the parties, not in terms of ‘power’ but control and ‘motivation’ as one might suspect. One is forced to negotiate for the best or most agreeable deal, while the other decides to end or settle the matter.

Combative

“Fighting” can be perceived as the opposite of cooperativeness and bodily behavior and language; this is probably true. However, they are surprisingly similar in terms of results.

Not surprisingly, the “combatant” strategist is bullish in nature, though not necessarily aggressive, but believes that giving in or giving ground shows weakness and that there is much more to give.

They tend to outwardly project strength, seeming authority, and intransigence, which is generally considered arrogant, with an apparent enjoyment of negotiating and competing for supremacy.

While this apparent display of power and control is successful, it always comes with a collateral damage to customer satisfaction, loyalty, and respect, causing deep rifts in relationships and corporate integrity.

A combative approach is like a nuclear bomb to a company, not to mention other relationships, if the initial explosion doesn’t kill it, the fallout does.

Collaborative

“Collaborator” is the most tactical of all strategies, rather than being synonymous with being a traitor, which is all about colluding with the enemy.

They are curious and observant to identify areas of agreement and those that require negotiation or compromise. Usually open in their body language, with a calm demeanor but genuinely committed to finding a solution, but also very aware of the best and worst case scenarios for both parties.

In doing so, they act as mediators, encouraging a gradual settlement toward a middle ground through value concessions on both sides.

Both sides aim for a successful resolution by understanding that concessions have parameters and limits without ego and pride clouding the waters of agreement.

Collaborators achieve the greatest success not only in resolving conflicts and closing deals, but also in the level of customer satisfaction and loyalty that comes from recognition of service levels and attention to detail.

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