Download as PDF, PPTX
Uploaded byAADYA L&D Complete Solutions
Negotiation Skills Training Module Basic
The document provides a comprehensive overview of negotiation skills, emphasizing the relationship between conflict and negotiation, the roles within a negotiation team, and the systematic process of negotiation which includes preparation, opening position, bargaining, movement, and closing. It outlines the importance of understanding key commitments, effective communication, and strategies for achieving favorable agreements. By identifying the different levels and types of conflict, the document aims to facilitate better negotiation outcomes through structured and strategic approaches.
More Related Content
Similar to Negotiation Skills Training Module Basic
Negotiation Skills Training Module Basic
- 1. Negotiation Skills Negotiation Skills AADYAL&D Solutions URL
- 2. Learning Objectives Understand the relationshipbetween conflict and negotiation Understand Identify the key roles and responsibilities required by the negotiation team Identify Implement an effective negotiation process •Preparation •Opening Position •Bargaining •Movement •Closing Implement AADYA L&D Solutions URL
- 3. What is Negotiation? Negotiationoccurs when conflict exists between groups and both parties are prepared to seek a resolution through bargaining AADYA L&D Solutions URL
- 4. Conflict & Negotiation • Conflictcan be solved through negotiation when: • There are two are more parties • There is a conflict of interest between the parties • The parties are willing to negotiate to seek a better position • Both parties believe that entering negotiations as a better solution than breaking contact AADYA L&D Solutions URL
- 5. Levels of Conflict •Intra-Personal • Conflict exists within the individual • Inter-Personal • Conflict that exists between individuals • Intra-Group • Conflict exists within a small group • Inter-Group • Conflict exists between groups AADYA L&D Solutions URL
- 6. Types of Negotiations • JobRoles • Pay Day-to-Day Managerial • Contracts • Quality Commercial • Compliance with Governmental Regulations Legal AADYA L&D Solutions URL
- 7. The Negotiation Team AADYAL&D Solutions URL
- 8. Team Roles & Responsibilities LeadNegotiator Recorder Analyst AADYA L&D Solutions URL
- 9. Lead Negotiator • MainSpeaker • Only Member permitted to make • Signals • Movement AADYA L&D Solutions URL
- 10. Analyst • Monitors overallteam strategy • Monitors other teams strategy • Identifies areas of Common Ground • Monitors Movement AADYA L&D Solutions URL
- 11. Recorder • Records KeyArguments • Records Final Agreement AADYA L&D Solutions URL
- 12. Team Control • Discipline •Self • Team • Never interrupt the Lead Negotiator • Respect Silence - NEVER Interrupt AADYA L&D Solutions URL
- 13. Team Control Decide and Agreethe strategy early on Always keep to the agreed strategy Negotiate through the Leader Support one another openly Empathise with fellow members Protray a United Front AADYA L&D Solutions URL
- 14. Personal Control • Always Be •Polite - It never reduces your argument • Firm - Removes Perceptions of Weakness • Calm - Facilitates Persuasion and Compromise • Don’t ever take things personally! AADYA L&D Solutions URL
- 15. Signaling Listen for Changesin Emphasis • We could never agree to X • It would be difficult for us to agree to Y Listen for Subtle Differences in Emphasis • We could never agree to X • At present we could not possibly agree to Y AADYA L&D Solutions URL
- 16. The Negotiation Process AADYAL&D Solutions URL
- 17.
- 18.
- 19. Preparation - Early Steps •What are the Strengths of both positions? • What are the Weaknesses of both positions? • What are the benefits to both sides? • What are the potential negative consequences to both sides? AADYA L&D Solutions URL
- 20. Preparation • What DoYou Want? • Relate these to your interests to increase the chances of a favorable settlement • Prioritize What You Want? • This will ensure that you can trade when needed • Ensure that you have completed your calculations! • What will it cost you versus what will the benefits be? AADYA L&D Solutions URL
- 21. Preparation • Identify Issuesfor Both Sides • What are the Major Conflict Areas? • Where Will the Common Ground Exist? • Identify Issues for Yourself • What are the Issues? • What will the Settlement Point Be? • Test Yourself On Whether You Believe they will be willing to adhere to your Settlement Points? AADYA L&D Solutions URL
- 22. Preparation • Put Yourselfin Their Shoes • What are the issues that you think that they will be concerned about? • List the Settlement Points that they may want for each of these issues? • Would you be willing to give in to these settlement points? • Identify your • Ideal Settlement • Realistic Settlement • Bottom-Line - Fall back Position • Develop your ‘B A T N A ’ • Best Alternative To a Negotiated Agreement AADYA L&D Solutions URL
- 23. Preparation - BATNA • AWeak BATNA • Only Decreases Your Bargaining Power • Eradicates Pressure to Reach an Unfavorable Settlement • A Strong BATNA • Increases the Chances of you reaching a Favorable Settlement AADYA L&D Solutions URL
- 24. Preparation • Identify YourKey Commitments • Important: These are not bargaining points • They are principles that underline your bargaining purpose • They can only be argued and therefore are not open to be traded • These should be ‘laid on the table’ early on to form the foundation of your position • From this your key commitments can be built on to reach settlements AADYA L&D Solutions URL
- 25. Preparation - Key Commitments •Examples • Survival of the Organization • Ensuring Competitiveness • Legislation • Keeping Pace with Inflation AADYA L&D Solutions URL
- 26. Preparation • Identify yourBargaining Mix • Document the range of Issues at Stake • Ensure that all Issues are Discussed and Documented • Construct a ‘Shopping-List’ that can be traded during the course of the negotiation AADYA L&D Solutions URL
- 27. Preparation • Prioritize andWeight the Issues for Both Sides • Must Have ---- -- 1 • Would Like to Have ------ 2 • Be Nice to Have ------ 3 • Rank ---- -- 4 AADYA L&D Solutions URL
- 28. Opening Position Opening Position AADYAL&D Solutions URL
- 29. Opening Position Outline Your OpeningPosition Outline Decide whether this will be High Ball or Low Ball •Low Ball --- •High Ball --- Decide Ensure that this position is realistic in light of the facts available to both sides Ensure Allow for movement within whatever opening position you adopt Allow AADYA L&D Solutions URL
- 30. Opening Position Confirm all agreements reachedand positions offered Questioning For Information For Clarification For Commitment AADYA L&D Solutions URL
- 31.
- 32. Bargaining QUESTION FOR INFORMATION CHALLENGE OTHERSIDE FOR JUSTIFICATIONS OF THEIR POSITION EXAMINE AND TEST THEIR COMMITMENT PRESENT YOUR KEY COMMITMENTS AADYA L&D Solutions URL
- 33. Bargaining EXPLORE KEY COMMITMENTS SUMMARIZE ARGUMENTS AND SEEKACCEPTANCE LOOK FOR SIGNALS OF POSSIBLE MOVEMENT IDENTIFY AND HIGHLIGHT COMMON GROUND AADYA L&D Solutions URL
- 34. Bargaining • Identify ActualCommon Ground • Identify Potential Common Ground Common Ground • Extends Common Ground • Trade low priority items for high priority items Log-Rolling AADYA L&D Solutions URL
- 35. Bargaining Use Questioning Throughout Use Signals withoutExcessive Concessions AADYA L&D Solutions URL
- 36.
- 37. Movement Be Prepared toConcede Be Begin with those of Low Priority and seek High Priority Items Begin Never Concede on More than possible by your Brief Concede on AADYA L&D Solutions URL
- 38. Movement USE YOUR CONCESSIONS WISELY DON’TJUST GIVE THESE AWAY EXPECT AND RECEIVE SOMETHING IN RETURN AADYA L&D Solutions URL
- 39. Movement • Use ConditionalArgument • If you would move on Y then we would be prepared to move on X • In return for Y we could move on X • Movement on Y would allow us to move on X • Practice Makes Perfect! AADYA L&D Solutions URL
- 40. Movement • All MovementShould be realistic and contained within your brief • It Should be always towards the other sides position and not away from it • Be prepared for larger movements at first as it can build trust within the negotiation • Continue with smaller movements AADYA L&D Solutions URL
- 41.
- 42. Getting Agreement Emphasize thebenefits to both parties Carefully introduce the consequences of not reaching agreement to both parties and losing what has been agreed so far AADYA L&D Solutions URL
- 43. Concluding the Negotiations Timing isEssential •Be sure that it is consistent with your brief Take Care when making a Final Offer •A small move by them in return for a extra movement by you A Small Traded Offer is often better AADYA L&D Solutions URL
- 44. Concluding the Negotiations Ensure thatall agreements are understood and accepted before finalization Ensure that all agreements are understood and accepted before finalization This should be well documented and signed at the close of the negotiations This should be well documented and signed at the close of the negotiations These should be then forwarded to both parties post negotiations These should be then forwarded to both parties post negotiations AADYA L&D Solutions URL
- 45. Summary A Negotiation Teamshould comprise of Lead Negotiator Recorder Analyst Negotiation occurs when conflict exists between groups and both parties are prepared to seek a resolution through bargaining AADYA L&D Solutions URL
- 46. Summary • The mainstages in an effective negotiation process are • Preparation • Opening Position • Bargaining • Movement • Closing AADYA L&D Solutions URL
- 47. Thank You AADYA L&DSolutions URL