The document discusses various aspects of negotiation skills and techniques. It covers determining goals, presenting supporting reasons, win-win negotiating involving stating ideal outcomes, preparing for negotiations by gathering information and setting objectives, the importance of questions in understanding other parties, and exchanging terms and concessions during bargaining.

1. Negotiation Skills and
Techniques

2.  Determining goals is the first step in the
negotiation process
 Negotiators should specify goals and
objectives clearly
 The goals set have direct and indirect
effects on the negotiator’s strategy
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3.  Judges effective by both slides
 Track record success
 Skilled negotiators spend more time (than
average negotiators) preparing the
negotiation, by gathering more
information and setting their objectives,
priorities and limits
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4.  It is important to present as many
reasons as possible to support each of
your proposals
 The key to persuading someone is to
present your argument logically
 Win-Win negotiating involves both
parties stating their ideal outcomes
and then splitting the difference
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5. With clients, when you’re
advising/selling?
When you’re buying, e.g. to outsource
services?
Will you have more negotiation
opportunities in future?
What makes these negotiations
difficult?
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6. Prepare and plan with great care,
including identifying ‘negotiable
issues’
Identify and use your ‘Leaver’
‘Trade concessions/Benefit’ – don't
give them away
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7. a) With clients
b) With outsourced suppliers
What issues do you have?
What issues may they have?
Are there enough issues to negotiate with?
 Any others you can introduce, that may be
negotiable?
 If no, plan to persuade/convinced ; if yes, plan to
negotiate.
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8. 1. Persuade / convinced 1st and only negotiate
later…if you have to
2. Logic is not persuasive/Initiative!
3. Beware argument dilution/alternation
4. Effective persuasion leads to ‘I’d like to deal
with you if…’
5. Average persuaders give things away to achieve
this
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9. 6. Identify and use your leavers
7. You may need to instigate/initiating
the negotiating
8. Trade concessions, don’t give them
away
9. Remember Win-Win is not 50:50
10. Never, ever forget that ‘no deal’ is
better than a bad deal
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10. “Negotiations in which both parties come away
winners and both parties are committed to
upholding their ends of the agreement”
(The Win-Win Negotiator)
Negotiation
Both parties
Winners
Committed
Upholding their ends of the agreement
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11.  Fundamental principle in negotiations — need
satisfaction
 Look for creative ways to satisfy your and your
counterpart’s needs
 Establish a friendly climate of mutual interests and
trust
 Negotiation is the beginning of a process, not the
end —
Look for a long-term mutually beneficial
relationship
 Don’t be afraid to give up something to get
something
 Be open to creative ways to satisfy critical needs —
look beyond current situation for win - win
 Everyone is better off than before the negotiation
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12.  Congratulations — you have been selected for
negotiations!
 Now it’s time to prepare for success
 First step — review this presentation and your notes to
refresh yourself on the fundamentals of effective
negotiations
 Strategize with your negotiation teammates to develop a
strategy
 Develop a plan incorporating your negotiation
knowledge and the needs of your customer
 Practice, refine, practice, refine, practice
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13.  Assess outcome values and the costs
of termination for the other party
 Manage the other party’s impressions
 Modify the other party’s
perceptions/Understanding
 Manipulate the actual costs of delay or
termination
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14.  Screen your behavior:
◦Say and do as little as possible
 Direct action to alter impressions
◦Present facts that enhance one’s
position
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15.  Make outcomes appear less attractive
 Make the cost of obtaining goals
appear higher
 Make demands and positions appear
more or less attractive to the other
party – whichever suits your needs
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16.  Plan disruptive action
◦ Raise the costs of delay to the other party
 Form an alliance with outsiders
◦ Involve (or threaten to involve) other parties
who can influence the outcome in your favor
 Schedule manipulations
◦ One party is usually more vulnerable to
delaying than the other
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17.  Opening offers
◦Where will you start?
 Opening stance
◦What is your attitude?
 Competitive? Moderate?
 Initial concessions
◦Should any be made? If so, how large?
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18.  The role of concessions/Benefits
◦Without them, there is either capitulation
or deadlock
 Patterns of concession making
◦The pattern contains valuable
information
 Final offers (making a commitment)
◦“This is all I can do”
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19.  Resources, issues, and bargaining mix
 Interests and needs
 Walk away point and alternative(s)
 Targets and opening bids
 Constituents, social structure, and authority
to make an agreement
 Reputation and negotiation style
 Likely strategy and tactics
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20.  Getting too emotional
 Focus on personalities, not issues
 Not trying to understand the other person
(too focused on our own needs)
 Wanting to win at all costs
 Regarding negotiation as confrontational/
Face to Face
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21.  Professional
 Confident, Relaxed, at ease
 Open, honest, sincere & credible
 Respectful of other peoples vales
 Show empathy, and understanding
 Committed to a WIN:WIN result
 Continually enhancing their skills
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22. Prepared By Md. Mahamudul
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23.  You are fully briefed on the subject matter of the
negotiation
 You are clear about your objectives and what you are
trying to achieve:
The LIM Model:
Like to Achieve (most favoured option, ideal
settlement)
Intend to Achieve (expected result, realistic settlement)
Must Achieve (fall back position, bottom line)
 You have worked out your tactics and how best to put
your case.
 You have tried to figure out what the other parties
objectives will be
 You have gathered background information
(personalities involved, power balance, attitudes etc.)
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24.  This is the single most important stage of
negotiation. Both parties will be trying
to find out and understand the other’s
position and requirements.
 Successful negotiators ask twice the
number of questions and spend over
twice the amount of time acquiring and
clarifying information than do average
negotiators.
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25.  As soon as a number or term is
mentioned by one party, you have
begun to move out of information
exchange and into bargaining....
 Exchange of terms
 Never give a
concession/benefits....trade it
reluctantly/unwillingly
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26. Reject constructively
Note the moving base line
Be firm on broad issues: be flexible
on specifics.
Look for the agreement signals
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27.  Your judgement : Is this best and final offer?
If yes:
◦ List the agreement in detail
◦ List the points of explanation, clarification
and interpretation
◦ Record agreed summary with all at the table
◦ Re-start negotiations if any dispute over
agreement
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28.  Tends to see negotiators as friends
 Sees agreement as the goals prepared to
make concessions to cultivate the
relationship
 Is willing to trust the other side
 Is willing to modify position at an early
stage
 Discloses “bottom line” early in discussions
 Avoids contests of will on particular points
 Concedes to pressure Prepared By Md. Mahamudul
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29.  Sees negotiators as opponents or adversaries
 Sees victory as the goal
 Demands concessions to establish a
relationship
 Tends to mistrust the other side
 Is reluctant to alter position in any way
 Misleads as to “bottom line”
 Expects to win contests of wills
 Applies pressure
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30. Negotiators need to:
 Set a clear target and resistance points
 Understand and work to improve their
BATNA(Best alternative to a negotiated
agreement)
 Start with good opening offer
 Make appropriate concessions
 Manage the commitment process
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31.  Negotiation Skills — Learned or natural
ability?
 Definition of negotiation
 Negotiation Strategies
 Personality Types / Communication Styles
 Win - Win Negotiating Principles
 Prepare and Practice
 Continuing education on negotiating skills
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