8. Negotiation and Relationships Global marketplace Long-lasting business relationships Conflicts with short-term needs Deals from position of strength Trust and integrity
9. Preparation Give and take Shared values Steady dialogue Creative solutions Trust and integrity
10. Negotiating in Dubai Your experiences? Developers Contractors Sub-contractors Consultants Suppliers Local government
11.
12. People always give the most consideration, the best deals, to those people they like and TRUST
13. Stephen Fidler, BSc MRICS 21 January 2009 Negotiation Skills and Techniques
Editor's Notes
Work for Parsons in Dubai – have worked for consultants, clients, contractors and sub-contractors. I also ran my own consultancy business in the UK. So I have a wealth of negotiation experience to draw upon GOOD BAD + INDIFFERENT Chosen to speak on negotiation – and what an audience? Do you know which immigrant nationality has founded more engineering and technology companies in the US in the past decade – more than brits, chinese, taiwanese, japanese?? Indians Entrepreneurial skills combined with innovative thinking – comfort with numbers and another ingredient – NEGOTIATION In india everything is negotiated right?? What we’ll see tonight is that it’s not always the immediate results from a negotiation that are the crucial success factors.
Want you to start challenging your usual success measures and understand the importance of long term relationships
WAIT FOR ANSWERS Who has negotiated anything this week? Today? What have you been negotiating? Do you think it was successful? So why negotiate? Typical reasons - anyone think if any others
Commonly 5 styles They seem to vary in our industry in usage. Probably tend more on competitive as QS’s – because of our training. So where does this leave us – usually starting at the same point every time – right? Think about negotiating with Architects and their mindset, training, background, values - more creative, more stakeholders > NEED DIFFERENT STYLE RESEARCH STUDIES SHOW THAT COLLABORATIVE MORE SUCCESSFUL THAN ANY OTHER (Avoiders - unassertive/uncooperative
GENERATE RAPPORT IN COMMUNCATION
New mixed use project in Bristol in UK. I was working as a QS for a groundworks sub-contractor – scope was.. Lot of additional works, disruption, delays etc. Ran into the usual arguments towards the end. And we needed to negotiate a settlement. INTERIM ACCOUNT STATUS
Contrast that small domestic example to working here in the Gulf It’s truly global – we are dealing with a different marketplace to that which most of us are used to. All ex-pats – since you’ve been here how many of you have crossed paths with people you knew or had common backgrounds? What does that tell you? Importance of relationships Look at the big developers – easy to negotiate from a position of strength – BUT TO ABUSE YOUR INFLUENCE AND RESIST NEGOTIATING WHEN YOU HAVE THE UPPER HAND COMES AT RISK THAT YOU WILL ABUSE A TRUST >>>> ALCATEL EXAMPLE The underlying principles of LONG TERM success IN negotiations lie in TRUST and INTEGRITY – understand the styles the techniques and apply them
But remember that wherever you are and whoever you are dealing with, trust and integrity will play the largest part in any negotiation How do we build this? THINK BACK TO THE BUILDING BLOCKS OF NEGOTIATION EARLIER Preparation – put the building blocks in place over time, NOT IN ONE GO You may find success with only one – but that will help you to build others perceptions of you PREPARED NEGOTIATORS ASSSUME EVERYTHING IS NEGOTIABLE AND ARE FLEIXBLE TO ADJUST WHATEVER
So in Dubai – share your experiences DIFFICULTIES / CONFLICTS OF INTERESTS / LONG TERM SUCCESSES? What have you learnt that you can impart here to improve your negotiation success?
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