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negotiation skills_presentation

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Negotiation Skills

Negotiation Skills

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  • 1. Negotiation Skills Deutsche Bank Robert Anderson McDonald Anderson
  • 2. Definition Negotiation is… the process of back-and-forth communication between parties aimed at reaching agreement where some needs are shared and some are opposed McDonald Anderson
  • 3. Workshop Objectives  Identify five negotiating styles and know when to use them  Distinguish between competitive and collaborative strategies  Use a five-step approach to plan and conduct a collaborative negotiation  Use listening techniques to promote cooperation, resolve conflicts and for creative problem solving  Handle situations where other sides refuses to negotiate or creates obstacles to mutual understanding  Gain greater confidence in your ability to negotiate McDonald Anderson
  • 4. Agenda AM     PM      Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up McDonald Anderson
  • 5. Guidelines  Participate  Be open  Give feedback  Respect confidentiality  Smart phones off; step outside  Have fun! McDonald Anderson
  • 6. Introductions  Name/area  Length of time at Deutsche Bank  Types of negotiations you conduct: Clients? Vendors? Colleagues? Other? McDonald Anderson
  • 7. Benchmark Negotiation A New Database for Research Research vs. Technology Plan negotiation: Conduct negotiation: Compete Collaborate 10 minutes 5 minutes 5 minutes McDonald Anderson
  • 8. Concern for Your Needs Negotiating Styles Collaboration Competition Compromise Avoidance Accommodation Concern for Other’s Needs McDonald Anderson
  • 9. Negotiating Styles: Pros & Cons Pros Cons Avoiding Stays away from conflict Accommodating Goes along with what the other side wants Compromising When is it okay to use? Splits the difference so both sides gets part of what they want Competing Tries to get it all Collaborating Tries to find the maximum gain for both sides McDonald Anderson
  • 10. Five Steps for Collaborative Negotiations 1. State positions Your Position Their Position Needs Needs 2. Identify Needs 3. Reframe (How can we meet the priority needs of both sides?) 4. Discuss Options 5. Reach Agreement BATNA BATNA McDonald Anderson
  • 11. Identifying Needs Position Position Underlying Underlying Needs Needs How can we satisfy the priorities and needs for both A and B? Reframe McDonald Anderson
  • 12. Needs, Reframe, Options Practice Alan (consultant) Position Jennifer (company employee) “I will be available to answer questions by telephone during the system installation.” “I expect you to be on site to answer questions during the four weeks of system installation.” Needs Reframe Options Directions: 1. List the needs of each negotiator. 2. Write a reframe. 3. List options that will help them meet needs. Be creative: list as many as possible without judging them. 4. Suggest a possible agreement that will meet the needs of both negotiators. Agreement McDonald Anderson
  • 13. Agenda AM     PM      Introduction Benchmark Negotiation Styles of Negotiation Negotiation Steps Communication Techniques Listening for Needs Difficult Negotiations Negotiation Phases Summary & Wrap Up McDonald Anderson
  • 14. Communication Skills 1. Build common ground 2. Active Listening We both want to make sure the project is successful. We are both equally concerned about … I really appreciate your work on … Clearly, this is a high priority for both of us. Building on the success of our last project… Ask open-ended questions      Tell me more about ... What are your reasons for wanting that ... ? From your point of view, what would make this work? How do you see it from your perspective? What are your concerns about ... ? Restate what the other party shared      You think ... Your main priority is ... You would prefer ... You would feel a lot better if .... You are not convinced that ... 3. Informing My main priority is … I think/feel/need … What’s important to me is … My concern is … McDonald Anderson
  • 15. Listening for Needs Open-ended questions Active Listening Restatement McDonald Anderson
  • 16. Listening for Needs Team Leader Plan your:  Position  Needs  Attacks Team Member 10 minutes Round 1: Team Leader — skilled Team Member — unskilled Round 2: Team Leader — unskilled Team Member — skilled McDonald Anderson
  • 17. Dealing with Difficult Negotiators Useful Questions Why? Why not? What do you recommend? What if? What makes that fair? McDonald Anderson
  • 18. Assertive Model Describe The situation or behavior of the person Express Your strategic feelings about the situation Specify The behavior you would prefer from them Inform The positive or negative consequences McDonald Anderson
  • 19. Assertive Model Describe I noticed that … Express I feel… Specify I would prefer for you to… Inform If you do… If you do not… McDonald Anderson
  • 20. Assertive Techniques Stay calm Listen Repeat the request Use fogging Find a win-win solution McDonald Anderson
  • 21. Negotiation Phases 1. Opening Key Elements   Climate Relationship Getting down to business 2. Discussion      Positions Needs Reframing Options Agreement Implementing the agreement 3. Follow Up   Monitoring Returning to the table McDonald Anderson
  • 22. Action Plan McDonald Anderson