- Handling in situations where a promise, or a commitment made during negotiation is not fulfilled.
- A structured way for making sure that commitments that we get will be fulfilled.
- Understanding a clear method to validate a commitment made by a negotiating partner
- Learn how to handle situations where a promise, or a commitment made during negotiation is not fulfilled
The course includes the following modules:
As we negotiate, we sometimes doubt our partner’s ability or intention to keep up with their commitments. Occasionally, that doubt arises due to past experience with that particular partner, who tends to make promises or commitments but fails to deliver, and in other cases doubt could arise from a gut feeling, or simply from the level of importance this commitment holds for us, and from the consequences from depending upon it. In this lesson you face the dilemma deriving from the fact that you do not want to hurt the negotiating partners and their motivation to deliver what they promised.
2.  Making Sure Our Partner's Promise Goes Through
Every negotiation process is based upon constructive communication. Our doubt of the situation can be interpreted by our partner as a lack of trust, and even damage the future relationship. Therefore, the style of approach becomes much more important in those cases where we doubt a situation, while we are equally interested that the commitment is fulfilled. In this lesson you learn the first three steps to ensuring a minimal gap between the transmitted and received message, the importance and significance of the promise on your side, and the understanding of your partners that their promise holds a great deal on our side, and has potential consequences.
3.  Reacting to an Unfulfilled Promise
As we work though the method, there could be cases where we carry out the first steps, but reality sets us back, whether intentionally or not. The promise or commitment of our negotiating party was not carried out. We must stick with the method, and act in a structured manner, especially due to the fact that our natural intention is to act in anger and frustration, an act which might keep us farther away from reaching our goal; our negotiating partner’s keeping up their obligation. In this lesson you learn the two additional steps of the method, which you use to handle situations where a commitment is broken. You do so to allow your partner to correct the situation, or therefore ensure, as much as possible, that the situation does not recur.