» Seven Elements of Negotiation
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Communication: A central process in
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Negotiation and Partnerships
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Topic: Negotiating
Sort Desciption: Negotiation and consultation are different but related processes ... and information negotiation intends to reach agreement on a ...
Content Inside: Negotiation and Partnerships Whats in this section? 64 64 65 66 Understand when you should negotiate Negotiate in good faith Choose a style of negotiation that is likely to build relationships Negotiate strategic partnerships Companies who are perceived as engaging with stakeholders only when it seems to suit their purposes or when they want something from communities may be undermining their own interests. Negotiation and Partnerships Negotiation and consultation are different but related processes along the spectrum of greater engagement. While consultation tends to be more open-ended with the intent of exchanging views and information negotiation intends to reach agreement on a specific issue or set of issues. Because effective negotiation rarely happens in a vacuum laying the groundwork by establishing trust and credibility through a prior process of consultation is important. Companies who are perceived as engaging with stakeholders only when it seems to suit their purposes or when they want something from communities may be undermining their own interests. Consultation offers among other things a valuable opportunity to humanize the relationship between the company and neighboring communities through face-to-face interaction and to foster more realistic expectations through dialogue. Without this the project can more easily be regarded by stakeholders as an impersonal entity with unlimited resources from which maximum financial gain should be extracted. With negotiation and partnerships as with so many other things the quality of stakeholder relationships are key to facilitating mutually acceptable outcomes. 63 NEGOTIATION AND PARTNERSHIPS T . Pollett 64 STAKEHOLDER ENGAGEMENT: PART ONE Understand when you should negotiate Negotiation is useful in certain circumstances. Companies usually negotiate when an agreement from stakeholders is needed in order to proceed for example when seeking rights to land and other resources. In the case of com ...
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