Negotiation Skills

Negotiating Skills To provide you with the skills to plan & implement successful negotiation ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],Negotiating Skills

Negotiation occurs when there is something of value that you wish to attain ,[object Object],[object Object],[object Object],Negotiating Skills

Ineffective Negotiation is about: ,[object Object],[object Object],[object Object],Think of a time when a negotiation has not been successful. Can you identify what went wrong? When you have purchased a house or a car – Did you negotiate terms? Were you successful? Negotiating Skills

Effective Negotiation ,[object Object],[object Object],[object Object],[object Object],Negotiating Skills

Preparing yourself ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Preparation enables you to : Negotiating Skills

Traditional Negotiation ,[object Object],[object Object],Formal Negotiation Favours the party with the strongest power base Limits the likelihood of informal talks Emphasises the letter of agreement Informal Negotiation Emphasises the relationship between the two parties Encourages the spirit of any agreement reached Negotiating Skills

Modern Negotiation - Benefits ,[object Object],[object Object],[object Object],[object Object],Outcomes From Negotiation Need to achieve the objective set Be of benefit to all parties Ensuring a WIN/WIN situation Negotiating Skills

Identifying Possible Outcomes ,[object Object],[object Object],[object Object],[object Object],Classifying Priorities Those that are desirable Those that are acceptable Those that are the minimum you/the organisation require Negotiating Skills

What is influencing? ,[object Object],[object Object],[object Object],[object Object],Legitimate is the important word here. Needs must be legitimate if influencing is to be successful. For influencing to be effective it has to be sustainable. Negotiating Skills

What is influencing? The MIGHT IS RIGHT style of influencing always fails. People can appear to agree but over time they may show their disagreement by leaving the workplace. A boss who forces his influence onto his work-team may only see short term gains. The relationship of trust may be destroyed and will be hard to rebuild. When it fails Negotiating Skills

Why is influencing important? ,[object Object],[object Object],[object Object],[object Object],[object Object],Negotiating Skills

Influencing is not about : ,[object Object],[object Object],[object Object],[object Object],[object Object],Dealing with others assertively Speaking with knowledge and confidence Listening to their point of view Appreciating the differences Showing respect It is about Negotiating Skills

The Levers Of Influence ,[object Object],[object Object],[object Object],[object Object],These Pull techniques also involve the effective use of non-verbal communication. Creating rapport : Posture Voice – Tone & Volume Gesture Eye Contact Facial expressions How we occupy our space Consider carefully how you want to build the relationship with someone who you will be negotiating with. Negotiating Skills

The aim is empathy – a non-judgmental state that aims to understand the other person. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Authentic Listening Negotiating Skills

Barriers to Listening ,[object Object],[object Object],[object Object],[object Object],[object Object],Negotiating Skills

Pull Levers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The aim is to use effective questioning skills to Help build rapport Obtain accurate information Obtain other people’s opinion Negotiating Skills

Assertiveness is ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Being Assertive during a negotiation is the best way to achieve a win/win outcome. Conduct your conversation with clarity, confidence and an open mind. Negotiating Skills

Recognising Assertiveness Effective body language – how would you describe this? Use assertive language – what is considered assertive language? Never become emotional Angry Resentful Frustrated “ Behaviour breeds behaviour” Keep the temperature low Stay detached Show respect Responding Not Reacting Negotiating Skills

Power In Negotiation ,[object Object],Negotiation refers to obtaining something of value that someone else has. The focus is upon mutual benefit. Differing power bases can lead into fighting behaviours. Parties do test each others strengths and probe into just how dependant they are on each other. A balance of power is essential if negotiations are to be successful. Negotiating Skills

Influencing The balance Of Power ,[object Object],Facts – The skilled negotiator has all the facts , background history and figures. Even a hardened MD cannot fail to be impressed. Expertise – Again gained by effective preparation. Explore – Pose questions in a non threatening manner . How do we find this solution together. Strengthen – Develop acceptance and trust . Find & implement outcomes that are of interest to both parties. Authority – it is vital that both parties have the authority to make the outcome happen. Negotiating Skills

Negotiation Strategy ,[object Object],[object Object],The Process Agree Boundaries Deny Need Stress the Difference Agree Boundaries – On which the negotiation will focus. Deny the need – A deliberate strategy in which both parties play down their need for a particular outcome. From the outset skilled negotiators will play up the fact that they do not believe the outcome will be successful. Negotiating Skills

Opening Negotiation ,[object Object],[object Object],[object Object],There is no such thing as a first offer that is too good to refuse. Openings within negotiation are like a chess match both parties will begin with an offer that is far removed from target. The opening offer is very rarely a serious commitment. Negotiating Skills

Exploration ,[object Object],Needs – Those things that you feel you cannot do without Wants – Those things that people would prefer to have Interests – The reasons that lie behind the WANTS & NEEDS It allows the parties to explore the situation. Needs & Wants are talked about first. A skilful negotiator can see where the other party expect the final outcome to be. Exploration is important because: Negotiating Skills

Create Movement ,[object Object],[object Object],[object Object],[object Object],[object Object],During this phase it is vital that if you agree to a concession you get something back in return . Don’t give anything away too easily – people do not value things that have been obtained with little effort. Restate your case – Ensure that the agreement is clear by going over again what has been agreed. Restate everything that you have agreed on. Minimise the perception of what is left to agree. Write it down – It may prompt some questions before the deal is closed. Prevention is better then cure. Firming Up Proposals Negotiating Skills

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Create Closure Negotiating Skills

Closing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Know when to stop talking The skilled negotiator will not be distracted from their task. Always remember that the whole point of negotiation is that two parties have something of value. Negotiating Skills

Failing Negotiation Initial commitment may be based on incomplete information Negotiation may be based on false assumption People communicate using their mind & body through the use of emotion. Misunderstandings can arise because of stereotyping. Tension is caused by emotions which can then lead to stress & anxiety. Listen actively with empathy to reduce the perceived threat and try to show acceptance and understanding. If everyone ignores the pinch then a crunch can be just around the corner. The relationship may suffer as a consequence. The secret of success is to look for the pinch before it becomes a crunch. Negotiating Skills

Approaches to Resolve Conflict Skilful listening to improve understanding Assertion skills Influence by using interpersonal skills Emphasise issues, break up large issues Make careful note of actions decided Facilitation – Helping people communicate with one another. Conciliation or mediation – Working towards resolving an issue whilst remaining independent. Advocacy – negotiating on behalf of one party. Negotiating Skills

Outcomes From Negotiation In a win/lose situation one party may feel threatened by the other and react in a defensive or aggressive way to ensure they don’t get beaten into submission. In a lose /lose situation, both parties have lost and no-one gets what they really want. In a win/win situation, this provides the basis for a long lasting partnership that can be mutually rewarding. Negotiating Skills

Stages to Successful Negotiation ,[object Object],[object Object],[object Object],[object Object],Recognise these stages, work towards them. Use the notes in this course to help future Negotiations. Create a learning log – a simple diary will do. Assess every negotiation you are involved in. What went well? What could be better? What will you do differently next time? Negotiating Skills

A successful Negotiator can ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Negotiating Skills

Negotiation Skills

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Negotiation Skills