What makes a good negotiator Everybody has the

What makes a good negotiator?

Everybody has the potential to be a good negotiator However, we know that only some of us seem to be better at negotiation than others

What makes them different? • Planning skills • Ability to think clearly under stress • Practical intelligence • Verbal ability • Product knowledge • Personal integrity • Ability to perceive and exploit power • Understand the issue Recognise key issues quickly Seek the win-win Will compromise Have stamina Will compromise Tolerate conflict and stress Listen well Are sensitive to other ‘s needs • Have patience • •

Negotiation can be of two types • Confrontational (usually win-lose) • Cooperative (usually win-win)

Interest based negotiation An approach to negotiation where the parties focus on their individual interests and the interests of the other parties to find a common ground for building a mutually acceptable agreement

Three ‘C’s of interest • Common • Complementary • Conflicting

Separate the emotion from the issues Highlight the ‘problem before us’ than the ‘problem between us’

The three basic rules of negotiation • Know your self • Know the other person • Know the situation

Recognising pitfalls to negotiation • Nervousness • Anger • Fear of losing face/embarassment/humiliation

Power and dependencies “ If they control what you want, and you control what they want, then you control what you want. ”