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Negotiation Skills
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- 2. 2 Best negotiator isn’tthe big-talking powerful personality. The best negotiator is armed with information, backed by research, and reinforced by facts and figures.
- 3. 3 We don’t negotiatewith Departments, Companies, Countries … but with people ! People are key to negotiations i.e. building & growing mutually beneficial relationship with people
- 4. 4 Negotiation is Partof our life Everyone is Negotiating with someone everyday Negotiation is not hard or soft but should be hard on fact and soft on people .
- 5. 5 • Things youwant are controlled by others • Other side people have different wants • Some approaches work fairly regularly, others don’t
- 6. 6 You don’t getwhat you deserve … You get what you negotiate! Chester Karrass Founder, Centre for Effective Negotiating
- 7. 7 “One swallow doesnot make a summer, neither does one fine day; Similarly one day or brief time of happiness does not make a person entirely happy.” ― Aristotle
- 8. 8 • Understand theissue • Recognize key issues quickly • Seek the win-win • Will compromise • Have stamina
- 9. 9 • Tolerate conflictand stress • Cope with abuse • Listen well • Are sensitive to others’ need • Have patience
- 10. 10 • You need goodwillon both sides • Giving and getting information is vital • Different people want different things • Afterwards people are willing to deal with you again • Both parties confident the agreement will hold • Each side has achieved something
- 11. 11 • Win –lose : the loser - Feels cheated - Resents the winner’ - Is reluctant to risk it again - Wants revenge
- 12. 12 • Lose –lose : both parties - Feel let down / frustrated - Lose goodwill for one another - Are reluctant to repeat the experience
- 13. 13 • Win –win : both parties - Have gained something - Feel the result is fair - Feel mutual respect and confidence - Are willing to deal again
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- 15. 15 • Things others want -Motivation -Benefitsto them -Rewards / punishments • Formal Power -Titles and status -Situations • Personal sources -Characteristics -Approach -Expertise -Choice
- 16. 16 • Your ownposition • The other party • Common interests • Conflict • Influencing factors
- 17. 17 • Processes • Gettinginformation • Pressure 80:20 • Timing for Impact • Readjustment
- 18. 18 • Set high,positive goals • The self-fulfilling prophecy • Visible objective • Avoid tangents • Open attitude • Confident of mutual success • Listen
- 19. 19 • Vocabulary andphraseology • Positive • Authoritative • confident
- 20. 20 • “I knowyou’re busy, but the boss would like it if…” • “There were a few problems last time so I thought we could do this…” • “This worked well the last time we tried it and the situation was very familiar” • “Think about what to do, but I will need to know by the end of the day”
- 21. 21 TACTICS 1. Early 3. Pressure Building 4.Pressure Removing 6. Ending 2. Relationship 5. Offers
- 22. 22 1. Preparation 2. Scenesetting 3. Stating goals 4. Exchanging information: • Facts • Responses • Feelings -needs -desires
- 23. 23 5. Exploring conflictand compromises 6. Offers and compromises 7. Agreements 8. Administration
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- 25. 25 • Know yourIdeal Outcome . • Get Prepare before start of Negotiation. • First start relationship with other party. • Be Creative when negotiation. • Documented the Negotiation immediate after completion ,to avoid conflict later on .
- 26. 26 • Don’t getPersonal . • Don’t accept the first offer – at least not immediately. • Don’t think outside the Topic of Negotiation . • Don’t admit you’re under time pressure. • Don’t leave a single issue outstanding it leaves you with confrontation and yes/no decisions later on.