The Art of Negotiation Presented by Mr. Nelson Allan (Teaching & Learning Centre)

What is Negotiation Skill? A skill we use frequently in our daily lives and not only for business purposes. It is usually used as a compromise to settle an argument or issues to benefit ourselves as much as possible.

Styles to negotiate Distributive negotiation: When two parties are not compromising Need for persuasive tactics May not achieve maximum benefit.

Distributive negotiation:

When two parties are not compromising

Need for persuasive tactics

May not achieve maximum benefit.

Styles to negotiate Integrative negotiation: Two parties who are agreeable Can achieve maximum benefit

Integrative negotiation:

Two parties who are agreeable

Can achieve maximum benefit

4 Distinct Forces of Negotiation Time – The person that has the most time wins. You are not pressured into making decisions. Information – The more knowledgeable your are, the better a deal you will get.

Time – The person that has the most time wins. You are not pressured into making decisions.

Information – The more knowledgeable your are, the better a deal you will get.

4 Distinct Forces of Negotiation Options - Always keep your options open. Have a fallback position. At the same time, don't give the other side too many options. It helps to negotiate one issue at a time.

Options - Always keep your options open. Have a fallback position. At the same time, don't give the other side too many options. It helps to negotiate one issue at a time.

4 Distinct Forces of Negotiation Approach - "People like to help nice people. They like to hurt jerks." So be nice! Be friendly! -Prepare, prepare, prepare! -Never let your ego negotiate. -Always let the other person save face. -Don't name a price first. -Never accept the first offer

Approach - "People like to help nice people. They like to hurt jerks." So be nice! Be friendly!

-Prepare, prepare, prepare!

-Never let your ego negotiate.

-Always let the other person save face.

-Don't name a price first.

-Never accept the first offer

Pre-negotiation Make preparations What is involved Know what your opposition wants What is valuable to you

Make preparations

What is involved

Know what your opposition wants

What is valuable to you

Negotiating Establish direct contact Be fairly open with your intentions Have confidence and power Keep in control Aim high Remain flexible

Establish direct contact

Be fairly open with your intentions

Have confidence and power

Keep in control

Aim high

Remain flexible

Coming to an agreement Put the final agreement in writing Do not discuss the term of the agreement before it is formally signed

Put the final agreement in writing

Do not discuss the term of the agreement before it is formally signed

Planning to negotiate Results Relationship Dialogue Add Value Tradable Negotiation Win-win Dialogue

Summary We use negotiation in everything we do Do it the best way to achieve maximum benefit Planning is important when negotiating. Be prepared. Only use knowledge and experience you have to achieve your objective

We use negotiation in everything we do

Do it the best way to achieve maximum benefit

Planning is important when negotiating. Be prepared.

Only use knowledge and experience you have to achieve your objective

Summary Have confidence Keep in control Aim high; but don’t underestimate the opposition Be persuasive; offer incentives Don’t agree unhappily; an effect of poor preparation

Have confidence

Keep in control

Aim high; but don’t underestimate the opposition

Be persuasive; offer incentives

Don’t agree unhappily; an effect of poor preparation