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  • 1. Negotiation An essential leadership tool Malene Rix Executive Advisor in Negotiation, Facilitation and Leadership
  • 2.   You already do it, but what are you doing?   Become aware of what you do, so you can use your skills strategically
  • 3. Discover your skills   We evaluate negotiation results through the filters of both the process and the relationship   When you negotiate successfully, what are the tools and skills you employ?:   Communication style?   Process facilitation?   Social skills?   Content know-how?
  • 4.   Where else can you use your negotiation technique?   Extend the use of this excellent process tool
  • 5. Use Negotiation More   Negotiation technique can be used in a range of informal situations as well as in traditional settings   Use negotiation when facilitating meetings of all kinds where there is disagreement but a need to move forward together in spite of this   Use negotiation whenever you find it hard to say no. Say ’No, but…’   Use negotiation when you need to qualify your yes. Say ’Yes, if…’
  • 6.   How can you help and encourage your staff to become constructive negotiators?   Train them to use negotiation to avoid getting stuck in disagreement and fruitless meetings
  • 7. Teach your staff to negotiate   Make sure your staff understand the need to facilitate all meetings   Teach them how to design and lead meetings, where the process fits the aim of the meeting   Teach them to use negotiation technique in all meetings where you need to make agreements   Teach them to use the principles from constructive negotiation in personal relations as well
  • 8. A Recipe for Success   Make sure you all agree on the framework before you meet   Interview each other: Start the meeting by everyone saying what their demands and interests are   Brainstorm ideas: Find and create as many possibilities for an agreement as you can – expand the pie before you share it   Trade: Make sure everyone gets something and strike a balanced deal
  • 9. Learn more…   Look me up at the congress   Check out my website for more information and recommended literature: www.malenerix.dk