CIMA E2 Syllabus B. Managing people performance - Approaches to Negotiation - Notes ^{4 / 6}

The following approach facilitates the negotiation process:

Focus on each party's primary objective.
Settle for what is fair.
Listen to the other party and try to compromise.
Seek to trade-off wins and losses.

For example, if an employee wants to negotiate a pay rise, they should include information such as statistics relating to market pay rates and details of significant financial benefit to the company that was obtained as a result of the employee's work.