Negotiation Masterclass Critical learning points Feb 17
What behaviour or style do you find the most difficult to handle?
What approach has proved the most successful for you?
What’s the most uncomfortable issue about negotiating
that would deter you from bettering your position?
Email / Instant
Face to face?
How do you negotiate?
Rate your Negotiating Skills on ascale of
WII FMWII FM
RULES - In pairs
The objective of the game is to score as many lines as possible.
The game is the same as noughts and crosses.
00 00 00
00 00 00
If you help others win - you might just win more
WIN / WIN / WIN
Assumptions – make an
SS out ofout of
BP - Best
TP - Target
WAP - Walk away
AP - Alternative
Zone of potential agreement
Questioning SkillsQuestioning Skills
Listening SkillsListening Skills
Reading Body LanguageReading Body Language
Managing your Body LanguageManaging your Body Language
Negotiating TacticsNegotiating Tactics
Bargaining SkillsBargaining Skills
Inventing SolutionsInventing Solutions
PreparationPreparation xx 55
Questioning SkillsQuestioning Skills xx 11
Listening SkillsListening Skills xx 22
Reading Body LanguageReading Body Language xx 11
Managing your Body LanguageManaging your Body Language xx 11
EmpathyEmpathy xx 22
Negotiating TacticsNegotiating Tactics xx 33
Bargaining SkillsBargaining Skills xx 22
Inventing SolutionsInventing Solutions xx 22
ConfidenceConfidence xx 11
Separate the people from
Make them feel good
Trading “If you - then
Have room to manouevre
Don’t accept the first
Never say “no
Care re split the difference?
SIX Powers of Influence
In a study of qualified accountants
60% said they were not good
Henley Business School found that goodnegotiators earned 100% more than those notso good
Chartered Institute of Management 2013
Negotiation second most requested training subject
“More than one
Linkedin - survey
Research - preparation
Asking and listening
Positioning - BP-TP-WAP- AP
Read people and situations
Create solutions - variables
Life is one
Forensic negotiation =
“Understanding what is really going on in th