Negotiation Skills
Deutsche Bank

Robert Anderson
McDonald Anderson
Definition
Negotiation is…
the process of back-and-forth communication between
parties aimed at reaching agreement where s...
Workshop Objectives


Identify five negotiating styles and know when to use them



Distinguish between competitive and ...
Agenda

AM







PM








Introduction
Benchmark Negotiation
Styles of Negotiation
Negotiation Steps
Communica...
Guidelines

 Participate
 Be open
 Give feedback
 Respect confidentiality
 Smart phones off; step outside
 Have fun!...
Introductions
 Name/area

 Length of time at Deutsche Bank
 Types of negotiations you conduct:

Clients? Vendors? Colle...
Benchmark Negotiation
A New Database for Research
Research

vs.

Technology

Plan negotiation:

Conduct negotiation:
Compe...
Concern for Your Needs

Negotiating Styles

Collaboration

Competition

Compromise
Avoidance

Accommodation

Concern for O...
Negotiating Styles: Pros & Cons
Pros

Cons

Avoiding
Stays away from conflict

Accommodating
Goes along with what the othe...
Five Steps for Collaborative Negotiations
1. State positions
Your Position

Their Position

Needs

Needs

2. Identify Need...
Identifying Needs

Position

Position

Underlying

Underlying

Needs

Needs

How can we satisfy the priorities and needs
f...
Needs, Reframe, Options
Practice
Alan (consultant)
Position

Jennifer (company employee)

“I will be available to answer q...
Agenda

AM







PM








Introduction
Benchmark Negotiation
Styles of Negotiation
Negotiation Steps
Communica...
Communication Skills
1. Build common ground

2. Active Listening

We both want to make sure the project is successful.
W...
Listening for Needs

Open-ended
questions

Active
Listening
Restatement

McDonald Anderson
Listening for Needs

Team Leader
Plan your:
 Position
 Needs
 Attacks

Team Member

10 minutes

Round 1: Team Leader — ...
Dealing with Difficult Negotiators
Useful Questions
Why?
Why not?
What do you recommend?

What if?
What makes that fair?

...
Assertive Model

Describe

The situation or behavior of the person

Express

Your strategic feelings about the situation

...
Assertive Model

Describe

I noticed that …

Express

I feel…

Specify

I would prefer for you to…

Inform

If you do…

If...
Assertive Techniques

Stay calm
Listen
Repeat the request
Use fogging

Find a win-win solution

McDonald Anderson
Negotiation Phases

1. Opening

Key Elements



Climate
Relationship

Getting down to business

2. Discussion





...
Action Plan

McDonald Anderson
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  1. 1. Negotiation Skills Deutsche Bank Robert Anderson McDonald Anderson
  2. 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. 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. 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. 5. Guidelines  Participate  Be open  Give feedback  Respect confidentiality  Smart phones off; step outside  Have fun! McDonald Anderson
  6. 6. Introductions  Name/area  Length of time at Deutsche Bank  Types of negotiations you conduct: Clients? Vendors? Colleagues? Other? McDonald Anderson
  7. 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. 8. Concern for Your Needs Negotiating Styles Collaboration Competition Compromise Avoidance Accommodation Concern for Other’s Needs McDonald Anderson
  9. 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. 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. 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. 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. 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. 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. 15. Listening for Needs Open-ended questions Active Listening Restatement McDonald Anderson
  16. 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. 17. Dealing with Difficult Negotiators Useful Questions Why? Why not? What do you recommend? What if? What makes that fair? McDonald Anderson
  18. 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. 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. 20. Assertive Techniques Stay calm Listen Repeat the request Use fogging Find a win-win solution McDonald Anderson
  21. 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. 22. Action Plan McDonald Anderson
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