Negotiation Skills Objectives for this Session n By

Negotiation Skills

Objectives for this Session n By the end of this session you will – Understand & Value the 5 step Negotiation Process – Have experienced using this process – Understand & value the key personal attributes needed to be a successful negotiator

What is Negotiation? A process by which 2 parties seek to reach agreement through bargaining. n A win/win situation providing each party is prepared to give up something to achieve something the other party has n

Some Examples? Peace or war? n Restructuring an industry/ wage negotiation n Living with relatives/flat mates n Buying a car n Buying a round of drinks n

Compare and contrast: n Length: 5 mins to 10 years? – Looped negotiations Life or death or just for fun n One to one or team to team n

The Negotiating Process n Step One Prepare n Step Two n Step Three Debate -What do you want? Propose -What wants can we -What do you want? trade? n Step Four Bargain -What wants will we trade? n Step Five Agree

Step One - Prepare n Research n LIST your objectives and their objectives n Those you INTEND to get n Those you MUST get n Logistics/Time & Place

Step Two - Debate Listen carefully n Ask questions n Clarify/control n Summarise n . . . BUT n Don’t argue, interrupt or assume

Step Three - Propose Make proposals n State conditions n Express concerns n Search for Common interests n – Complementary or in Conflict ? AND n Use positive body language

Step Four - Bargain n n Key words are IF and THEN Start making concession: – Every concession should have a condition (IF you … THEN I will … ) – Conserve your concessions - don’t give everything away too soon – You don’t have to share every piece of information with the opposing side! – Don’t be afraid to say no

Step Five - Agree Usually final concession : “IF you do that, THEN we have a deal!” n Gain commitment n Record and agree results n Leave satisfied n

Tips: Objective evidence n A stake in the ground n Walking away n Being organised n Concessions which are easy for you to give and valuable to the other side n

The Language of Negotiation n MFP - Most Favourable Position n WAP - Walk Away Position n BATNA - Best Alternative To A Negotiated Agreement - if it can’t be n IVC - Inexpensive Valuable Concessions n TO - Time Out

Role Play - Some Rules Everyone can do it n Throw yourself into the role n You never have enough information So. . n Elaborate in the spirit of the role brief n

Your negotiation: n n n Hotel Management Social committee: Organisers of Christmas “do” Prepare: 15 minutes Negotiate (including “time outs”) 30 minutes Each side to prepare a 1 minute summary – 15 minutes

Summary n Did you agree? n What were the key features of your agreement? Share n – One thing that went well – One thing you would do differently next time – One thing the other side did well

7 Deadly Sins of Negotiating n n n n Pride - Be prepared to compromise Gluttony - Don’t bite off more than you can chew Anger - Handle objections calmly Covetousness - Prioritise needs/wants Envy - Know competitors strengths & weaknesses… AND your own Sloth - Do your homework Lust - Don’t look desperate to settle

Summary negotiation skills are key skills n they can be learnt n preparation is vital n be aware of your own style and performance and seek to improve n