Stephen Fidler, BSc MRICS

21 January 2009

Negotiation Skills and Techniques

Objectives

1. Successful techniques2. Importance of relationships

So why negotiate?

►Reach an agreement►Get the better of the opposition►Compromise►Settle a dispute►Make a point

5 styles

1. competitive

Negotiation Styles

2. collaborative

3. compromising

4. avoiding

5. accommodating

Key steps

Preparation

Strategy

Control

Close deal

•Build expectations

•Who with

•Homework

•Objectives

•Benefits to both

•Which style?

•Easy first

•Manage agenda

•Communicate clearly

•Confidence

•Flexible

•In writing

•Speed

•Enforce

Cabot Circus - UK

Negotiation and Relationships

Global marketplace

Long-lasting business relationships

Conflicts with short-term needs

Deals from position of strength

Trust and integrity

Preparation

Give and take

Shared values

Steady dialogue

Creative solutions

Trust and integrity

Negotiating in Dubai

Your experiences?

Developers

Contractors

Sub-contractors

Consultants

Suppliers

Local government

SummaryIntegrity

Promises – keeping them is hardBuilds reputationMore Trust = More WinsNever compromise on integritySuccess is measure over time…

People always give the most consideration, the best deals, to those people they like and TRUST

Stephen Fidler, BSc MRICS

21 January 2009

Negotiation Skills and Techniques