Welcome to                                                 Chartered Management InstituteJune 21 2012                     ...
Fredrik Sandvall       Negotiator?  1. I have an interest in others  2. I love win-win solutions!© 2012 SBR Consulting. Al...
Effective Negotiation in Business                1.           Negotiation introduction                2.           Prepare...
Effective Negotiation in Business        Introduction        Separate people from problem           Position does not equa...
The association negotiation - conflictChinese characters forConflict                                              • Danger...
Elements of negotiation – Learn from the masters – Our children                  § They know you better         § They a...
NegotiationQuestions to ask yourself to know	   the ‘real deal’1. Do you have good communication with the right people?2. ...
NegotiationInterest vs. position – Effective preparationBefore entering any negotiation, identify:• Know your goals• What ...
NegotiationInterest vs. position – Effective preparationBefore entering any negotiation, identify:• What variables you can...
NegotiationInterest vs. position – Effective preparation  Before entering any negotiation, identify:  Your options if you ...
NegotiationOptions When negotiating, there are 3 options: •Variables •Constants •Coverts Perspectives: the other parties a...
NegotiationWin-Win negotiation         Objectives         Negotiable         Alternatives         Relationships         Ex...
NegotiationNegotiation cycle                                            6   06/21/12 Photo: http://www.freedigitalphotos.n...
NegotiationNegotiation cycle1 Our belief and valueKey point•Helping buyers discover wants and needs - seeking win-win outc...
NegotiationNegotiation cycle2 Establish rapportKey point•Adapting to customer’s different styles•Developing empathy and tr...
NegotiationNegotiation cycle3 Sort our issuesKey point•Identify, clarify and checking for understanding of all problems   ...
NegotiationNegotiation cycle4 Choose solutions togetherKey point•Focusing on the problem, seeking and proposing solutions•...
NegotiationNegotiation cycle5 AgreementKey point•Summary of the mutually agreed solution•Positioning - only agree if works...
NegotiationNegotiation cycle6 Follow upKey point•Confirm clarity of agreement for those directly involved in discussions a...
NegotiationNegotiation cycle7 ReviewKey point•What will I repeat or avoid next timeKey Behaviours involved•Reflecting what...
NegotiationQuestions                                            13   06/21/12 Photo: http://www.freedigitalphotos.net/
Further reading        Future contact                                             Fredrik Sandvall                        ...
Effective Negotiation in BusinessChartered ManagementInstituteJune 21 2012  © 2012 SBR Consulting. All rights reserved
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CMI Effective Negotiation in Business by Fredrik Sandvall

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CMI Effective Negotiation in Business by Fredrik Sandvall

  1. 1. Welcome to Chartered Management InstituteJune 21 2012 Presenter Fredrik Sandvall FCMI © 2012 SBR Consulting. All rights reserved
  2. 2. Fredrik Sandvall Negotiator? 1. I have an interest in others 2. I love win-win solutions!© 2012 SBR Consulting. All rights reserved
  3. 3. Effective Negotiation in Business 1. Negotiation introduction 2. Prepare for negotiation 3. Negotiation cycle© 2012 SBR Consulting. All rights reserved
  4. 4. Effective Negotiation in Business Introduction Separate people from problem Position does not equal person Understand the other party’s interests What are their motivators and views Preparation is key If you prepare you have more options© 2012 SBR Consulting. All rights reserved
  5. 5. The association negotiation - conflictChinese characters forConflict • Danger • Opportunity © 2012 SBR Consulting. All rights reserved Photo: http:// www.freedigitalphotos.net /
  6. 6. Elements of negotiation – Learn from the masters – Our children § They know you better § They are not afraid of than you know them! rejection § They know you will § Uninterested in costs always love them and practicalities § They bid first and aim § They actively and high happily seek § They understand the opportunities to process and hierarchy of negotiate family decision making § In short, the fully comprehend the concept of MAN © 2012 SBR Consulting. All rights reserved
  7. 7. NegotiationQuestions to ask yourself to know the ‘real deal’1. Do you have good communication with the right people?2. Do you know their real motivators / dissatisfactions?3. Have they agreed in principle to work with you?4. Have you identified concerns / issues they have?5. Do they agree with those concerns / issues? 14 06/21/12 Photo: http://www.freedigitalphotos.net/
  8. 8. NegotiationInterest vs. position – Effective preparationBefore entering any negotiation, identify:• Know your goals• What your ideal outcome would be• What you can reasonably expect to achieve• Your lowest acceptable settlement (bottom line) 15 06/21/12 Photo: http://www.freedigitalphotos.net/
  9. 9. NegotiationInterest vs. position – Effective preparationBefore entering any negotiation, identify:• What variables you can introduce to the negotiation• How important a continued cooperative relationship with this person is to you• What the other party’s ideal outcome might be• What they might be prepared to accept 15 06/21/12 Photo: http://www.freedigitalphotos.net/
  10. 10. NegotiationInterest vs. position – Effective preparation Before entering any negotiation, identify: Your options if you fail to achieve your bottom line: • Withdraw • Accept the situation without protest • Accept the situation with protest 15 06/21/12 Photo: http://www.freedigitalphotos.net/
  11. 11. NegotiationOptions When negotiating, there are 3 options: •Variables •Constants •Coverts Perspectives: the other parties and yours 16 06/21/12 Photo: http://www.freedigitalphotos.net/
  12. 12. NegotiationWin-Win negotiation Objectives Negotiable Alternatives Relationships Expected Outcomes Consequences Power Solutions 17 06/21/12 Photo: http://www.freedigitalphotos.net/
  13. 13. NegotiationNegotiation cycle 6 06/21/12 Photo: http://www.freedigitalphotos.net/
  14. 14. NegotiationNegotiation cycle1 Our belief and valueKey point•Helping buyers discover wants and needs - seeking win-win outcomesKey Behaviours involved•Belief in value of the service•Identifying and fulfilling the customer needs 7 06/21/12 Photo: http://www.freedigitalphotos.net/
  15. 15. NegotiationNegotiation cycle2 Establish rapportKey point•Adapting to customer’s different styles•Developing empathy and trust•Establish common ground, sharing needs and interestKey Behaviours involved•Creating the right climate before you start to negotiate•Think about the environment; where you hold the meeting, etc 8 06/21/12 Photo: http://www.freedigitalphotos.net/
  16. 16. NegotiationNegotiation cycle3 Sort our issuesKey point•Identify, clarify and checking for understanding of all problems and concerns•Remember to ask “Expanding Questions” - “Really tell Me more”•Don’t interruptKey Behaviours involved•Welcoming and understanding objections•Establishing and confirming issues•Clarifying, checking for understanding and summarising•Prioritise issues 9 06/21/12 Photo: http://www.freedigitalphotos.net/
  17. 17. NegotiationNegotiation cycle4 Choose solutions togetherKey point•Focusing on the problem, seeking and proposing solutions•Establishing possible negotiation variables•Acknowledging and listening•Looking at the Big Picture•Third Person ValidationKey Behaviours involved•Seeking and offering solutions which work out problems and concerns•Listen and take notes•Clarify areas where uncertainty•Summarise your understanding of their situation 10 06/21/12 Photo: http://www.freedigitalphotos.net/
  18. 18. NegotiationNegotiation cycle5 AgreementKey point•Summary of the mutually agreed solution•Positioning - only agree if works for you•Do not agree on position if the major issue has not been agreedKey Behaviours involved•Repeating what is agreed•Ending positively 11 06/21/12 Photo: http://www.freedigitalphotos.net/
  19. 19. NegotiationNegotiation cycle6 Follow upKey point•Confirm clarity of agreement for those directly involved in discussions aswell as those not•In business maybe a contractsKey Behaviours involved•A sharing partnership•Accuracy•Discipline to do this quickly 12 06/21/12 Photo: http://www.freedigitalphotos.net/
  20. 20. NegotiationNegotiation cycle7 ReviewKey point•What will I repeat or avoid next timeKey Behaviours involved•Reflecting what worked•Identifying any pattern you wish to repeat 13 06/21/12 Photo: http://www.freedigitalphotos.net/
  21. 21. NegotiationQuestions 13 06/21/12 Photo: http://www.freedigitalphotos.net/
  22. 22. Further reading Future contact Fredrik Sandvall Fredrik.sandvall@gmail.com fsandvall@sbrconsulting.com WWW.SBRCONSULTING.COM Linked In @FredrikinLondon© 2012 SBR Consulting. All rights reserved
  23. 23. Effective Negotiation in BusinessChartered ManagementInstituteJune 21 2012 © 2012 SBR Consulting. All rights reserved

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