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Tips on the Exceptional Art of Negotiation

This presentation shows you the steps to a successful negotiation with tips and best practices.

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Tips on the Exceptional Art of Negotiation

  1. 1. ©2016. Workforce Group. All Rights Reserved From Bargaining “You’re in a much better position to talk with people when they approach you than when you approach them.” Peace Pilgrim To Closing “He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat” Robert Estabrook NEGOTIATION “The most important trip you may make in life is meeting people half way” – Henry Boyle A. Be prepared1. What are your SMART objectives? 2. What do you want? 3. What do they want? 4. What are your alternatives? 5. What can be negotiated? 6. What are your concessions? 7. What ate your limits? 8. What are the supporting materials for your change B. Explore 1. Set up the right atmosphere and establish rapport 2. Show understanding 3. Emphasise emotional intelligence 4. Never forget the importance of silence in an argument 5. Beware of the negative effect of saying ‘No’ C. Bargain 1. Go ahead, ‘Ask!’ 2. Find your settlement range: Least Acceptable Statement (LAS) and Most Supportive Position (MSP) 3. Do not assume 4. Manage concessions 5. Think out-of-the- box D. Settle 1. Document your final agreement 2. Record next steps/actions to take 3. End positively at all times NEGOTIATION FROM START TO FINISH
  2. 2. ©2016. Workforce Group. All Rights Reserved Build rapport Develop questioning and listening skills Trade options rather than making concessions Define your outcome and ideal options to identify best style to use NEGOTIA TE 1 4 3 2 Think Win-Win Listen Show Empathy Emotional Intelligence Effective Negotiation Skills Think influence rather than imposing

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