PERSONAL ACTION PLANCurrent skil ls

Skil ls to work on

My goals

My resources

Action plan

NEGOTIATION SKILLS PREPARINGPREPARING CONSIDERING OPPOSITION’S OBJECTIVESCONSIDERING OPPOSITION’S OBJECTIVES EXCHANGING INFORMATIONEXCHANGING INFORMATION LISTENING MORE and TALKING LESSLISTENING MORE and TALKING LESS OBSERVINGOBSERVING SUMMARIZINGSUMMARIZING QUESTIONINGQUESTIONING SIGNALLINGSIGNALLING RESPONDINGRESPONDING TESTING COMMITMENTTESTING COMMITMENT MAKING CONCESSIONSMAKING CONCESSIONS IMPOSING CONDITIONSIMPOSING CONDITIONS PROPOSINGPROPOSING PACKAGINGPACKAGING LINKINGLINKING BARGAININGBARGAINING CREATING NEW VARIABLESCREATING NEW VARIABLES USING ROLESUSING ROLES TEAMWORKTEAMWORK

PERSONAL ACTION PLAN

Current skillsObserving Questioning Imposing conditions Creating new

variables

Skills to work onPreparing Considering

opposition’s objectives

Listening more and talking less

Teamwork

My goals

Analyse more deeply the information I have.Find the priorities and the key information.

Listen more to the other party’s objectives.Be reactive on objectives to find new strategies.

Only talking when it’s necessary.No aggressive behaviour.Take my time.

Try not to be always the leader.Be proactive but take into account others’ opinion.

My resources

Apply techniques I learnt at school.

Practice during social activities (during debates with friends).

Practice a sport of relaxation and self control.Find opportunities to practice negotiation (during internships).

Apply team sport techniques.Increase number of teamworks at school.

Action planI could do it next time I negotiate.

It is a daily work .(1 month)

I need to change my personality!(6 months)

Find the weakest of the team and be cooperative with them.(6 months)

Emeline Keundjian

PERSONAL ACTION PLAN

Current skillsExchanging information

Questioning Summarizing

Skills to work onPackaging Using roles Teamwork Signalling

My goals

Build on perceived expectations of other party to package offer according to my needs

Always think before speakingUse and master different behaviorsSwitch roles easily

Improve team -based negotiations using others’ strengths

Be more effective in using signals when more appropriate than direct and explicit messages

My resources

4 Step methodOpportunities to negotiate

Relations with co-workers and othersCreativity & imaginationLooking through others’ eyes

Apply team sport techniquesSocial activities

Self-consciousness

Action plan

Always take the time to prepareIncorporate 4 Step method into daily thought processes & interpersonal dealings

6 months

Try out different roles in non-risk situations and observe others’ reactions

3 months

Observe and harness others’ skills

Be more open and cooperative

3 months

Observe others more closely in order to detect signals in everyday communicationPractise and observe others’ reactionsRespond positively to others’ signals1 month