CRITICAL NEGOTIATION SKILLS FOR UNIVERSITY

Transcript:CRITICAL NEGOTIATION SKILLS FOR UNIVERSITY:
CRITICAL NEGOTIATION SKILLS FOR UNIVERSITY ADMINISTRATORS PAPER PRESENTED BY PRINCE TONNY M. E. DOGUN II REGISTRAR, RITMAN UNIVERSITY, IKOT EKPENE, AKWA IBOM STATE. AT THE TRAINING WORKSHOP FOR SENIOR ADMINISTRATORS (SENIOR ASSITANT REGISTRARS- DEPUTY REGISTRARS) OF NIGERIAN UNIVERSITIES. 1. Everything is negotiable. Whether or not the negotiation is easy is another thing. Carrie Fisher 2. In negotiation, the parties should be more eager to agree than to disagree. T. M. E. Dogun II QUOTE 3. One of the best ways to persuade others is by listening to them. Dean Rusk 4. Information is a negotiator’s greatest weapon. Victor Kiam CRITICAL NEGOTIATION SKILLS FOR UNIVERSITY ADMINISTRATORS What is negotiation? The activity or business of negotiating an agreement; coming to terms. A discussion intended to produce an agreement. Discuss the terms of an arrangement. Job descriptions for professional administrators do not list negotiation skills as desirable assets for job candidates. So you may ask, “why bother with it now? The reason for having negotiation skills is not far - fetched – the world is changing and there is a demand to be globally- minded and to do things differently. There is a growing need and demand to demonstrate relevance and promote value addition to the organisation. Beside, its no longer business as usual for University Management, especially in private Universities. New dynamics of keen ownership interest and involvement demand new skills to keep the ship “afloat”. Abraham Lincoln said- “Yesterday’s solutions are no longer adequate for solving today’s problems’’. Hence, new skills and competencies in all fields of endeavor are required if relevance is to be maintained and roles better understood. Today’s University administrators must dare to be different as there is a growing demand for things to be done differently and efficiently, too. Standards, expectations and requirements that were once accepted, are now being challenged and re-defined for global relevance. So ANUPA is thinking ahead and preparing you both for your present and future roles and assignments. The circumstance of negotiation occurs when two parties or groups of individuals disagree on the solution for a problem or the goal for a project or contract. A successful negotiation requires the two parties to come together and hammer out an agreement that is acceptable to both. However, the ability to negotiate requires a collection of interpersonal and communication skills used together to bring about desired results. What are these skills Problem Analysis Determine