Negotiate
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Negotiation isn't just a skill that salespeople need. In today's fluid organisations we all all need to be able to negotiate to get the best possible outcome in the short term whilst maintaining good working relationships in the long term. These slides support a bite-size training session has been designed to give you some ideas and techniques about how you can negotiate successfully with colleagues, customers or suppliers to achieve win-win outcomes. By the end of this session delegates will be able to: - Explain and apply the 4 stages of the negotiation process - Recognise the skills and behaviours associated with successful negotiation - Alter their negotiation style to reflect positional and principled negotiations.
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Negotiate
- 1. Negotiate Http://www.power-hour.co.uk – Bite Size Training Materials Negotiate
- 2. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 By the end of the Power Hour you will be able to: • Explain and apply the 4 stages of the negotiation process • Recognise the skills and behaviours associated with successful negotiation • Alter your negotiation style to reflect positional and principled negotiations.
- 3. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Understanding Negotiation • Negotiation is not bargaining or bartering. Here, one person is simply asked to give concessions, was the other person makes gains. This is a win-lose situation. • When negotiating, two people are striving to achieve a win- win outcome, where both may concede certain items, but both also made gains. • Negotiation focuses on solving a problem rather than forcing choices.
- 4. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 The Negotiation Process Prepare Clarifying your objective Preparing yourself Considering the other person Open Building rapport Raising the issue Explaining desired outcomes Discuss Asking questions Making suggestions Considering options Agree Summarising agreement Clarifying next steps
- 5. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Prepare You (attitude) Right frame of mind Open mind Outcome Ideal, minimum and acceptable outcomes What will you give/concede? Other person Put yourself in their shoes Identify what they want Assume the best
- 6. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Open Build Rapport Relax Adopt similar tone and gestures Get to know each other Raise the Issue Be clear about what you want Be polite and assertive Outline expectations Ask politely and directly Be specific
- 7. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Discuss Ask questions Understand the other person’s needs Actively listen Test assumptions Making suggestions Use ‘POP’ Offer multiple options Test ideas Consider options Be flexible and open-minded Stay focussed on the goal
- 8. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Agree Summarise Review progress Check common understanding Focus on points of agreement Agree next steps Be clear about what will happen now Be specific
- 9. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Negotiation Skills Asks good questions Excellent listener Well prepared Open mindedPositive and optimistic Creative Flexible and adaptive Assertive & determined Honest and trustworthy Empathetic Patient and persistent Focused on the ‘big picture’ Quick thinking
- 10. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Approaches to Negotiation Positional Negotiation Principled Negotiation
- 11. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 Make it Work at Work What are you going to DO as a result of this Power Hour Session?
- 12. Negotiate Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015 These slides have been produced as an optional resource to support a Bite-Size Training session on this subject. A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting activities can be purchased for just £30 from our Training Shop Our Training materials are licence-free, but are for use by the purchaser only. They CANNOT be passed or sold on.
Editor's Notes
- The Power Hour series has been developed to allow line managers or trainers to deliver short, sharp, effective training sessions to their teams or small groups with minimal disruption to normal every-day operations. Experience of delivering training is not essential, as each Power Hour session comes with detailed notes for the leader, and two useful take-aways for those attending: A short workbook to accompany the session, and a 2-sided ‘key points’ sheet, that can be laminated and kept handy at work. Supporting slides are OPTIONAL, as managers do not always have the facility to run PowerPoint presentations. As such the slides do not provide a complete picture of the session. All important information is provided in the Session Leader’s Guide and Delegates’ Workbook. Designed to be run in 60 minutes, Power Hour sessions can be run in place of an ordinary team meeting, or as part of a longer meeting. If you have longer than an hour, optional additional material is provided to stretch the sessions to 90 minutes or even 2 hours. You can also combine a number of Power Hour sessions on similar themes to create a half or full-day workshop if desired. Suggestions about which topics go well together are provided in the Session Leader’s Notes. Extra supporting materials are minimal, and clearly identified in the Session Leader’s Notes so that everything can be prepared in advance. To ensure that your team gets the most out this Power Hour, it is vital that they put their learning into practice. To enable them to do this, at least 4 measurable activities are suggested at the end of the Session Leader’s Notes and delegate workbook. Of course, other similar actions that are more specific to your business or function may be set by you, or agreed with individuals instead. Power Hour sessions are designed to be interactive and 6-8 delegates is ideal, although it is possible to run them with only 2 people, or for larger groups. Just bear in mind, the larger the group, the more discussion, and this could make it difficult to complete the session in just 60 minutes. This Power Hour Session includes extra optional activities that can turn this 60 minute session into a session lasting 2 hours.
- The Outline for this session is as follows: Welcome and Introduction – Trainer and delegate input Why Negotiate? – Group discussion to identify the wide range of negotiation situations we get involved in Benefits of Negotiation – (Optional) Practical exercise to explore negotiation in practice and identify the benefits and difficulties The Stages of negotiation – Trainer input and practical exercise to explore the four stages Negotiation Skills – Group exercise to explore the essential skills for effective negotiation Negotiation Types – Group (brainstorm) activity followed by trainer input to explore two main types of negotiation Approaches to Negotiation – Group exercise to bring together process and skills associated with different negotiation situations Negotiation Exercise – (Optional) Role play exercise to put the skills into practice Summary and putting it into practice Power Hour is intended as an activity and discussion based session rather than a slide driven one. As such, no further notes are provided on the slides. Optional sections are not supported by slides, although of course you can add slides if you decide to cover these sections. All details required to run the session as well as all supporting information is provided in the Session Leader’s Guide and Delegate Workbook.