Page 6 - Mini-Module 2

Outcomes of the
Negotiation Skills Module

By the end of this module, participants will have:

● Explored negotiation in decision making.
● Reflected on the difference between positional and interest
based negotiation.
● Be familiar with a 7-Step process of negotiation.
● Examined specific skills in negotiation such as listening, LADDER,
etc.

Why Negotiate?

“Am I not the principal? Can’t I just tell my teachers what to do?
Why do I need to negotiate?” All leaders have to be good at
negotiation, consider the examples on the following page.

In these two case studies, the beginning principal has made a mistake.
Marjorie and Henry both made a unilateral decision and instructed
their staff to follow it - without engaging staff in the decision-making!
There was no collaboration and no negotiation. They were asking for
trouble and got it. In the first case, the staff quite passively ignored
Marjorie’s instruction, but in the second the result was more
disastrous with Henry’s whole career was put at risk because he has
alienated his office staff.

The first inclination is to say that both Henry and Marjorie rushed in
way too early and that as beginning principals they should have waited
to become more accepted before making any changes in their new
schools. Instead of going in like a tourist in Mong Kok, they should
have bided their time and held off of on any changes until they had
gained staff acceptance. The best advice given to beginning principals
by most experienced principals is to have patience and not to be head-
strong.
The fact remains, however, that as a beginning principal there will be
things that you want to do and to achieve in the first 12 months of
your principalship. And that is why negotiation skills are essential.

6 6