this a presentation about negotiation skills

1. Negotiation
Presented by: Slim HAMMAMI
03-06-2015
1

2. Negotiating
Creative Negotiating, Stephen Kozicki, Adams Press, 1998
“Negotiating is the art of
reaching an agreement by
resolving differences
through creativity”
2

3. Negotiating Process
Style
Outcome
Principles
3

4. Style
Style is a
continuum
between two
styles:
Quick
Deliberate
Middle is
compromise
4

5. Quick Style
Negotiate in a hurry
Use when you won’t negotiate with
these people again
Get the best deal without regard to
the other side’s “win”
5

6. Deliberate Style
Use when long term
relationship likely
Involves
cooperation and
relationship
building to reach
agreement
Needs much prep,
hard work
May move in fits
and starts 6

7. Outcomes
Realistic
Both sides satisfied, win/win situation
Usually results from deliberate style
Acceptable
Likely to result from quick style
Something is better than nothing
Always ask for a better deal
Worst
When you’re too stubborn to be flexible
Usually from quick style 7

8. Principles
There are no rules
Establish an
agenda
Everything is
negotiable
Ask for a better
deal
Be creative
Learn to say “NO”
8

9. Are you a Motivated Negotiator?
Enthusiasm
Confidence
Engaged
Recognition
Accomplishment
Pat on the back
Integrity
No trickery
Trustworthiness
Social Skills
Enjoy people
Interest in others
Teamwork
Better as a team
Self-control
Creativity
Always looking for
ways to complete
the deal 9

10. Negotiation Model
Investigate
Presentation
Bargaining
Agreement
10

11. Investigate
What do you want?
What does the
other side need?
Decide on style
What are the
consequences of
each choice.
11

12. Presentation
Prepare other
side’s case
Present the
reasons for your
side better
Planning sheet
Issues involved
Realistic, possible,
worst 12

13. Bargaining
When in doubt,
ask questions!
Open questions
Reflective
questions
Tactics
13

14. Tactics
Use
Walk out
Don’t use
Emotional outburst
Argue special case
Pretend ignorance
Play for time
Nibble and retreat
“You go first”
 Bad environment
Defer to higher
authority
Not willing to make
any changes
 Silence
Good guy/bad buy
14

15. Agreement
Arrangements should be neutral
and comfortable
Pay attention to what others say
Screen out all visual distractions
Ask open ended questions
Listen to responses
Proactive vs. reactive behavior
15

16. A Good Negotiator Is..
Creative
Versatile
Motivated
Has the ability
to walk away
16

17. 17
THANK YOU FOR YOUR
ATTENTION