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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
INFLUENCING AND
NEGOTIATING SKILLS
Agreement and After

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
The Course Topics series from Manage Train Learn is a large collection of topics that will help you as a learner
to quickly and easily master a range of skills in your everyday working life and life outside work. If you are a
trainer, they are perfect for adding to your classroom courses and online learning plans.
COURSE TOPICS FROM MTL
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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
ARE YOU READY?
OK, LET’S START!

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
INTRODUCTION
Once formal power negotiations have been completed and
agreement reached, there is a tendency to heave a sigh of
relief and put the experience behind you. It is like the end of
a game that has been won, lost or drawn and can't be re-
played. But there are three important things to do before
the chapter is closed. Firstly, you need to seal the
agreement, making sure it reflects what you agreed, is not
open to misinterpretation and has all side's willing
commitment. Secondly, in power negotiations, you need to
sell the deal to your constituents making sure they see it as
the best outcome that was possible in the circumstances.
Finally, you need to take time to reflect on your experience,
learn from it and resolve to play even better next time.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
DO'S AND DON'TS
Sealing the agreement is part of negotiations and not an
after-thought. You need to be as alert, tough and business-
like at the agreement stage as at any other stage.
Do’s
Do put the agreement in writing.
Do check the detail carefully.
Do ensure you have an implementation plan.
Do decide how you're going to resolve differences of
implementation.
Do work out a plan for letting others know.
Don't hurry the agreement stage.
Don’ts
Don't agree to something you don't want.
Don't agree for the sake of getting things over with.
Don't put the detail off till later.
Don't drop your readiness to walk away even at this late a
stage if the agreement isn't right.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
TRIPARTITE AGREEMENTS
No agreement is likely to succeed unless it has the support
of three different groups: your own negotiating team; the
other side; your constituents.
The arguments you use to convince each of the different
groups about the rightness of the deal may vary with each
group.
For example, your own side may want to know what the
logical basis of the agreement is, why the other side moved,
what arguments won them over, how they can make sense
of it to others. In fact the other side may have been won
over by your subtle or overt display of power, your timing of
offers, or your careful and patient discovering of their real
needs, fears and wants, none of which would be part of
selling the agreement to your own people.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THE BEST GLOSS
When you need to get your own side to accept the
agreement you've made, you need to use a wide range of
communication skills: influencing, persuading, and selling.
Selling the agreement includes putting the best gloss on
things often to the point of making things look better than
they are: "I can't offer you a knighthood, but tell them I did
and you turned it down on principle.“
But beware of making a deal for the sake of making a deal.
An agreement is no good if the substance is of no value to
either side. O. Henry tells the story of the loving couple who
had no money - and no negotiating sense. She sold her hair
to buy him a watch chain; he sold his watch to buy her a
comb for her hair!

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
TRUST
The extent to which you have to put an agreement in
writing with possible legal support for how you word
phrases and sentences reflects the levels of trust between
yourself and the other side.
Distrust and mistrust force many businesses to use solicitors
to frame their agreements: even personal relationships,
whether married or not, are turned into legally binding
contracts. While some see this as a sensible move, others
see this as evidence that one or both sides are expecting the
relationship to break down at some time in the future.
This approach contrasts sharply with the Chinese handshake
approach of some Oriental countries. In these cultures,
when an agreement is reached, trust in each other’s
honesty and willingness to comply is signified by not putting
things in writing but by a simple handshake.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THE FOLLOW-THROUGH
It is a good idea to include an implementation plan in the
negotiated agreement. This outlines who does what, when,
how and where.
If you can involve someone from the other side in the
implementation package, it is likely to smooth the
implementation, avoid problems of interpretation and
increase trust.
The agreement should also indicate how difficulties will be
resolved. Often it is tricky and costly to bring back the full
negotiating teams. Phoned negotiations are equally
unsatisfactory. The preferred way to sort out problems is to
use representatives of each side with the back-up of putting
everything in writing.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
HOW DID WE DO?
The last act of any negotiations should be your evaluation of
your performance. By reviewing how you conducted the
negotiations, and what the other side did, you can learn
valuable skills and tactics for the future. You can even learn
from the other side.
While there is no single blueprint that describes the ideal
negotiator, research into successful negotiators indicates
that there are a number of valuable skills.
These come from the work of...
Ann Douglas
Carlisle and Rackham
Patrick Forsyth
Winkler and Scott
The Huthwaite organisation.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
ANN DOUGLAS' RESEARCH
Ann Douglas found that successful negotiators had the
following five characteristics in common...
1. they found out the other side's range of settlement
options through questioning
2. they sought to show the value of a win-win settlement
3. they diverged from their official positions to discover
what was possible
4. they precipitated a decision-making crisis on both sides
5. they closed the circle and settled.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
CARLISLE'S RESEARCH
Carlisle and Rackham's research in 1979 into effective
negotiators found that successful negotiators had seven
features in common:
1. They gave little away in concessions
2. They were open to choices
3. They were clear communicators
4. They didn't argue
5. They didn't get irritated
6. They focused on solving the problem
7. They had a reputation for being honest.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
PATRICK FORSYTH'S TEN
In his book, "How to negotiate successfully", Patrick Forsyth
found that successful negotiators used the following ten
skills.
They...
1. used silence
2. summarized often
3. took notes
4. let the other side feel good at each step
5. read between the lines
6. sat on the fence as long as possible
7. kept their powder dry
8. kept thinking ahead
9. didn't get tied in to deadlines
10. negotiated over anything.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
WINKLER'S RESEARCH
Winkler and Scott suggested from research they undertook
the following characteristics of successful negotiators.
They...
1. didn't negotiate unless they had to
2. planned their approach and strategy
3. created a pleasant but business-like atmosphere
4. maintained the initiative
5. revealed their strength bit by bit
6. left room for manouevre by asking for more and being
ready to jettison some demands
7. gave the other side time to come to terms with new
proposals
8. listened more than they talked
9. didn't lie
10. clinched the deal on a high, briskly and politely, and
then closed the door on further discussion.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THE HUTHWAITE COMPANY
The Huthwaite organisation's research into successful
negotiators found the following eight features.
Good negotiators...
1. listened patiently and asked a lot of questions
2. tested understanding regularly
3. were able to take criticism and attacks on their position
4. didn't give much away
5. were able to say "no" as if they meant it
6. didn't respond to arguments with counter-arguments
7. were ingenious with ideas for solutions
8. had a sense of humour.

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THE IDEAL NEGOTIATOR
Francois de Callieres was a French diplomat who, between
1670 and 1700, was sent on many missions notably as a
plenipotentiary (someone with “full powers”), to the Dutch
United Provinces. On retirement in 1716, he wrote a lengthy
letter to the new regent of France, Philippe II, about the
skills and importance of negotiating. This is how he
describes the ideal negotiator:
“The ideal negotiator has a quick mind, but unlimited
patience; he knows how to be modest but assertive; how to
mislead without being a liar; how to inspire trust without
himself trusting others; how to charm others without
succumbing to their charms; and he possesses plenty of
money and a beautiful wife so that he can remain
indifferent to all temptations of riches and women.”

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
PLAYING A GAME
All negotiating is a step into the unknown, no matter what
your skills, your preparation or your previous track record.
This is because...
1. you can never be certain you know what's going on in
another person's mind
2. you can never predict exactly how things will develop or
work out
3. you need to respond to the moment rather than stick to
a rigid plan if you want to make progress.
These are real dilemmas and not ones you can control.
So, stop worrying, enjoy the game and celebrate together
when it's all over!

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THAT’S
IT!
WELL DONE!

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Agreement and After
Influencing and Negotiating Skills
MTL Course Topics
THANK YOU
This has been a Slide Topic from Manage Train Learn