The Philippine Institute of Certified Public Accountants (Picpa) Doha recently hosted a webinar titled 'Negotiate the Best Outcome'.
The webinar was facilitated by engineer Sherwin Olimpo. He began his discussion by explaining what negotiation is and what makes a good negotiator. Following the introduction, the keynote speaker went into detail on the principles of negotiations.
According to him it was called principles and not rules because there is no sequential approach to achieving the results. Anyone can come up with a customised approach to accomplish or achieve these principles.
Furthermore, he presented situational examples so that the participants could better understand the principles of negotiation and make an informed decision that would lead to the best outcome.
This was followed by an in-depth discussion on the stages of negotiation which includes planning, opening and establishing ground rules, exchanging information, bargaining, and closing and implementation.
The second part of the session focused on negotiation and conflict resolution styles used in negotiation which includes competing, collaborating, avoiding, accommodating, and compromise styles.
“Sometimes people are not confident to deal with conflict. Oftentimes, they use the same method of negotiating or resolving conflict because it has been proven effective for so many years, while in fact, there is no such thing as one style that fits it all. You have to assess to analyse and use the right tool for the right style to resolve conflict. So, the focus is in the position, not the needs and interests of both parties. Changing perceptions or changing scenarios leads to changing the styles of conflict resolution,” he said.
The session concluded with a discussion on how to measure the effectiveness of the various negotiation and conflict resolution styles. “Changing the way you think about negotiation and conflict resolution is the first step in becoming the best practitioner in it. So it is important to recognise these various types so you can use it in different circumstances. Most importantly, selecting the appropriate style of negotiation or conflict resolution will depend only on two factors which is the outcome and the relationship. Understanding the relationship and the outcome concept will improve your negotiating skills,” he concluded. Planning is essential to understanding the concepts and the underlying factors, he added.
According to him it was called principles and not rules because there is no sequential approach to achieving the results. Anyone can come up with a customised approach to accomplish or achieve these principles.
Furthermore, he presented situational examples so that the participants could better understand the principles of negotiation and make an informed decision that would lead to the best outcome.
This was followed by an in-depth discussion on the stages of negotiation which includes planning, opening and establishing ground rules, exchanging information, bargaining, and closing and implementation.
The second part of the session focused on negotiation and conflict resolution styles used in negotiation which includes competing, collaborating, avoiding, accommodating, and compromise styles.
“Sometimes people are not confident to deal with conflict. Oftentimes, they use the same method of negotiating or resolving conflict because it has been proven effective for so many years, while in fact, there is no such thing as one style that fits it all. You have to assess to analyse and use the right tool for the right style to resolve conflict. So, the focus is in the position, not the needs and interests of both parties. Changing perceptions or changing scenarios leads to changing the styles of conflict resolution,” he said.
The session concluded with a discussion on how to measure the effectiveness of the various negotiation and conflict resolution styles. “Changing the way you think about negotiation and conflict resolution is the first step in becoming the best practitioner in it. So it is important to recognise these various types so you can use it in different circumstances. Most importantly, selecting the appropriate style of negotiation or conflict resolution will depend only on two factors which is the outcome and the relationship. Understanding the relationship and the outcome concept will improve your negotiating skills,” he concluded. Planning is essential to understanding the concepts and the underlying factors, he added.