Negotiation

NEGOTIATION SKILL ASSESSMENT

& ACTION PLAN FOR IMPROVEMENT

PMAC – 120

Negotiation Skills

Zouhair Kronfol

Zouzk@hotmail.com

October 14, 2013

Executive Summary

This report is a self assessment on my negotiation skills before and after the PMAC-120 workshop. In this report I will be evaluating my strength and weakness before and after the workshop and the action plan for improvement. My strengths before attending were self-assessment before the negotiation, researching and setting the reservation point, keeping a win-win strategy in mind, and what I thought was my greatest strength was believing that experience is the greatest teacher. As for weaknesses before the workshop they were being a hard negotiator, taking too many risks during negotiation, and not establishing trust in a long term business relationship. As for after the workshop, my strengths were that I am a rational negotiator, understanding the different levels of the win-win negotiation, preparing and making the first offer, and planning and making small concessions one at a time. For weaknesses after the workshop I found out that I should not rely on intuition so much, and not to focus on only one issue. I need to understand who the other party is, and that there could be negotiators not physically present at the time. Plan of action will outline the steps I will need to take to improve my negotiation skills for future reference.

Strengths and Weakness Prior to the Workshop

Strengths:

One of the strengths that I had before the workshop was self-assessment. Whenever I used to prepare for a negotiation I used to ask myself two very important questions: What do I want? What are my alternatives? The first question helps me know what exactly is the most important thing for me to get out of the negotiation. And the second question helps me draw the line between what I can agree to and when to walk away. Which in turn lead me to another strength: reservation point. When I used to...