Negotiation isn't just a skill that salespeople need. In today's fluid organisations we all all need to be able to negotiate to get the best possible outcome in the short term whilst maintaining good working relationships in the long term.
These slides support a bite-size training session has been designed to give you some ideas and techniques about how you can negotiate successfully with colleagues, customers or suppliers to achieve win-win outcomes. By the end of this session delegates will be able to:
- Explain and apply the 4 stages of the negotiation process
- Recognise the skills and behaviours associated with successful negotiation
- Alter their negotiation style to reflect positional and principled negotiations.
2. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
By the end of the Power Hour you will be able to:
• Explain and apply the 4 stages of the negotiation
process
• Recognise the skills and behaviours associated with
successful negotiation
• Alter your negotiation style to
reflect positional and principled
negotiations.
3. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Understanding Negotiation
• Negotiation is not bargaining or bartering. Here, one person is
simply asked to give concessions, was the other person makes
gains. This is a win-lose situation.
• When negotiating, two people are striving to achieve a win-
win outcome, where both may concede certain items, but
both also made gains.
• Negotiation focuses on solving a problem rather than forcing
choices.
4. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
The Negotiation Process
Prepare
Clarifying
your
objective
Preparing
yourself
Considering
the other
person
Open Building
rapport
Raising the
issue
Explaining
desired
outcomes
Discuss Asking
questions
Making
suggestions
Considering
options
Agree Summarising
agreement
Clarifying
next steps
5. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Prepare
You
(attitude)
Right frame of
mind
Open mind
Outcome
Ideal, minimum
and acceptable
outcomes
What will you
give/concede?
Other
person
Put yourself in
their shoes
Identify what
they want
Assume the
best
6. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Open
Build
Rapport
Relax
Adopt similar
tone and
gestures
Get to know
each other
Raise the
Issue
Be clear
about what
you want
Be polite and
assertive
Outline
expectations
Ask politely
and directly
Be specific
7. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Discuss
Ask
questions
Understand
the other
person’s needs
Actively listen
Test
assumptions
Making
suggestions
Use ‘POP’
Offer multiple
options
Test ideas
Consider
options
Be flexible and
open-minded
Stay focussed
on the goal
8. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Agree
Summarise
Review
progress
Check
common
understanding
Focus on
points of
agreement
Agree next
steps
Be clear about
what will
happen now
Be specific
9. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Negotiation Skills
Asks good
questions
Excellent
listener
Well
prepared
Open
mindedPositive and
optimistic
Creative
Flexible and
adaptive
Assertive &
determined
Honest and
trustworthy
Empathetic
Patient and
persistent
Focused on the
‘big picture’
Quick
thinking
10. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Approaches to Negotiation
Positional
Negotiation
Principled
Negotiation
11. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
Make it Work at Work
What are you going
to DO as a result of
this Power Hour
Session?
12. Negotiate
Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015
These slides have been produced as an optional
resource to support a Bite-Size Training session on this
subject.
A full set of materials, including detailed Session
Leader’s Guide, Delegate Workbook and supporting
activities can be purchased for just £30 from our
Training Shop
Our Training materials are licence-free, but are for use
by the purchaser only.
They CANNOT be passed or sold on.
Editor's Notes
The Power Hour series has been developed to allow line managers or trainers to deliver short, sharp, effective training sessions to their teams or small groups with minimal disruption to normal every-day operations.
Experience of delivering training is not essential, as each Power Hour session comes with detailed notes for the leader, and two useful take-aways for those attending: A short workbook to accompany the session, and a 2-sided ‘key points’ sheet, that can be laminated and kept handy at work. Supporting slides are OPTIONAL, as managers do not always have the facility to run PowerPoint presentations. As such the slides do not provide a complete picture of the session. All important information is provided in the Session Leader’s Guide and Delegates’ Workbook.
Designed to be run in 60 minutes, Power Hour sessions can be run in place of an ordinary team meeting, or as part of a longer meeting. If you have longer than an hour, optional additional material is provided to stretch the sessions to 90 minutes or even 2 hours. You can also combine a number of Power Hour sessions on similar themes to create a half or full-day workshop if desired. Suggestions about which topics go well together are provided in the Session Leader’s Notes.
Extra supporting materials are minimal, and clearly identified in the Session Leader’s Notes so that everything can be prepared in advance.
To ensure that your team gets the most out this Power Hour, it is vital that they put their learning into practice. To enable them to do this, at least 4 measurable activities are suggested at the end of the Session Leader’s Notes and delegate workbook. Of course, other similar actions that are more specific to your business or function may be set by you, or agreed with individuals instead.
Power Hour sessions are designed to be interactive and 6-8 delegates is ideal, although it is possible to run them with only 2 people, or for larger groups. Just bear in mind, the larger the group, the more discussion, and this could make it difficult to complete the session in just 60 minutes.
This Power Hour Session includes extra optional activities that can turn this 60 minute session into a session lasting 2 hours.
The Outline for this session is as follows:
Welcome and Introduction – Trainer and delegate input
Why Negotiate? – Group discussion to identify the wide range of negotiation situations we get involved in
Benefits of Negotiation – (Optional) Practical exercise to explore negotiation in practice and identify the benefits and difficulties
The Stages of negotiation – Trainer input and practical exercise to explore the four stages
Negotiation Skills – Group exercise to explore the essential skills for effective negotiation
Negotiation Types – Group (brainstorm) activity followed by trainer input to explore two main types of negotiation
Approaches to Negotiation – Group exercise to bring together process and skills associated with different negotiation situations
Negotiation Exercise – (Optional) Role play exercise to put the skills into practice
Summary and putting it into practice
Power Hour is intended as an activity and discussion based session rather than a slide driven one. As such, no further notes are provided on the slides. Optional sections are not supported by slides, although of course you can add slides if you decide to cover these sections. All details required to run the session as well as all supporting information is provided in the Session Leader’s Guide and Delegate Workbook.