Basic & Simple Negotiation Skills

1. BUSINESS ANALYSIS SKILLS & TOOLS TRAINING
NEGOTIATION SKILLS
BUSINESS ANALYSIS SKILLS & TOOLS TRAINING
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NEGOTIATION SKILLS
Negotiation
- is a form of conflict resolution
- is a method of working together to achieve mutual goals
- is a give-and-take bargaining process
(win-win - leaves all parties feeling good about the result)
Importance of non-verbal communication
-Body language has a greater impact than the actual
words that you say.
People remember
- 10% of information provided to them orally
- 20% of information provided to them visually
- 80% of information presented both orally and visually
WHAT IS NEGOTIATION?
4/2/2015

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1. Show up on Time
2. Handshake (?)
3. Maintain friendly eye contact
4. Be Aware Of Your Facial Expressions
5. Maintain Personal Space
6. Slow Down And Keep Quiet *
NEGOTIATION SKILLS
RULES FOR NEGOTIATION
4/2/2015
Non-verbal channels are 12.5 times more powerful than the verbal channels

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NEGOTIATION SKILLS
Goals: What do you want to get out of the negotiation? The other person?
Trades: What do you and the other person have that you can trade?
Alternatives: If you don't reach agreement, what alternatives do you have
And what alternatives might the other person have?
Relationships: What is the history of the relationship? Could or should this
impact the negotiation? Any hidden issues?
Expected outcomes: What outcome will people be expecting from this negotiation
The consequences: What are the consequences for you of winning or losing this negotiation?
The consequences for the other person?
Power: Who has what power in the relationship? Who controls resources?
Who stands to lose the most if agreement isn't reached?
What power does the other person have to deliver what you hope for?
Possible solutions: Based on all of the considerations, what possible compromise might
there be?
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PREPARE FOR NEGOTIATION

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NEGOTIATION SKILLS
TECHNIQUES FOR NEGOTIATION
Successful negotiators;
• make detailed plans
• know their priorities — and alternatives,
• know their bottom line, the walkaway point,
• need to understand time constraints,
• know whether this is the only time they will see their opponents in
negotiation
Break the negotiation into parts
• avoid an "all or nothing" approach (roadblock),
• break into logical components, and reach a series of solutions
Take control
• control the location, timing, topics, pace of negotiation
• “controlling the agenda" may create an advantage
Prioritize, prioritize, prioritize
• keep your eyes on the goal
• avoid getting bogged down in unimportant issues
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NEGOTIATION SKILLS
TECHNIQUES FOR NEGOTIATION
Question rather than demand
• questions open up the discussion
• arguments often close down communication
Do your research
• the party with more information usually has more leverage
Use facts, not feelings
• separate business from personal, facts from feelings,
• avoid letting an unpleasant personality or style drag down negotiations
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NEGOTIATION SKILLS
STRIVE FOR WIN-WIN RESULTS
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I WIN – YOU LOSE:
• win the battle and lose the war
• an opponent/friend/prospect/customer has lost
• they won’t forget it, might never do business with you again
• results are short term - never worth the long term cost
I LOSE – YOU WIN:
• the bitter taste of defeat - demotivation
I LOSE – YOU LOSE:
• stalemate -everyone is frustrated; confused; angry
• nothing has been accomplished
• cause - stubbornness; ego; selective listening; hidden agendas; personality clashes, etc.
• attitudes must change or the players change
I WIN – YOU WIN:
• result is long term and lasting
• find some common ground, work towards an agreement where both parties win.
• everyone will need to make some concession
• give-and-take for the good of the goal

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NEGOTIATION SKILLS
EVALUATING AFTER NEGOTIATION
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Evaluating your negotiation after reaching an agreement, what you did
or could have done better, can give you confidence and make you a
better negotiator.
• Has the negotiation process helped to build relationships
with our clients that will enable us to work effectively in
projects?
• Do we have an environment that helps constructive
problem solving
• Does the deal satisfy our interest level and does it meet
the client’s interest to an acceptable level
• Have we searched for innovative and efficient solutions?
• Do we have realistic, workable and commitments that
both sides can implement

9. 104/2/2015
NEGOTIATION SKILLS