This is an effective Negotiation Skills & Techniques.

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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