ABSTRACT

A negotiator needs to teach his/her boss, co-workers, superiors and staff about negotiation, so that they can help him/her, and additionally, they can understand his/her results. In working life, negotiation tasks will generally start with requirements from the boss. The negotiator has to understand and satisfy his/her back table. In the end, he or she will have to explain to that person or group why he/she agreed to the deal which was got. Careful attention needs to be paid to the negotiator's back table in order to move smoothly from talks to agreements. The back table must be satisfied with his/her negotiation results before a proper agreement can be made. An Ishikawa diagram is used to identify and categorize issues contributing to a problem. After using the Ishikawa fishbone to identify the contributing problems, one of them is selected for better understanding. The root cause for the contributing problem is found out by using the "five whys" approach.