work material - negotiation skills

8/7/2019 Work material - Negotiation Skills

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Negotiating SkillsNegotiating Skills

To provide you with the skills

to plan & implement successful negotiation

At the end of the course you will appreciate how to:

Establish objectives to be achieved bynegotiation.

Identify a range of outcomes from the desiredideal to the ultimate acceptable fall backposition.

Use interpersonal skills to influence others inboth informal and formal situations to achieveyour objectives.


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Negotiating Skills

Act assertively to achieve objectives Reduce resistance & minimise conflict

Know how & when to accept the opinions,

values & will of others

Work to achieve a WIN-WINsituation


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Negotiating Skills

Negotiation occurs when there is something

of value that you wish to attain

Need is the negotiators starting point

Need is also the weakness that can be exploited

Negotiation is also a process that is of benefit to

all parties


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Negotiating Skills

Ineffective Negotiation is about: Non mutual benefit

Compromising for no return

Playing games

Think of a time when aThink of a time when a

negotiation has not beennegotiation has not been

successful.successful.Can you identify what wentCan you identify what went

wrong?wrong?

When you have purchased

a house or a car

Did you negotiate terms?

Were you successful?


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Negotiating Skills

Effective Negotiation

Is an importantcommunication skill

Reaches the agreement

that best meets both sidesrequirements

Should be conducted in aprofessional manner

Be a solid foundation onwhich to build futurerelationships


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Negotiating Skills

Preparing yourselfPreparation enables you to :Preparation enables you to :

Identify your objectives

Identify targets

Know your resistance point

Adopt the most suitable style

Time the interaction correctly

Achieve a deal


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Negotiating Skills

Traditional Negotiation

Has two sides Is a form of warfare

Has opposing objectives Has a short sighted approach

Formal Negotiation

Favours the party with

the strongest power base

Limits the likelihood ofinformal talks

Emphasises the letter of

agreement

Informal Negotiation

Emphasises the

relationship between

the two partiesEncourages the spirit of

any agreement reached


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Negotiating SkillsModern Negotiation

Enables strategic alliances to be built

Emphasises partnerships

Builds relationships

Is effective long term

Outcomes From Negotiation

Need to achieve the objective set

Be of benefit to all parties

Ensuring a WIN/WIN situation


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Negotiating Skills

Identifying Possible Outcomes

Write down all your objectives

Put them in order of priority

Identify issues that are open to compromise

Identify those that are not

Classifying Priorities

Those that are desirable

Those that are acceptableThose that are the minimum you/the organisation require


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Negotiating Skills

What is influencing?

Achieving a result that meets the legitimate needs

of both sides

Achieving long lasting results

Improving the relationship of the people involved

Legitimate is the important word here.

Needs must be legitimate if influencing is to be

successful.

For influencing to be effective it has to be

sustainable.


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Negotiating Skills

The MIGHT IS RIGHT style of influencing always fails.

People can appear to agree but over time they may show theirdisagreement by leaving the workplace.

A boss who forces his influence onto his work-team may only see

short term gains.

The relationship of trust may be destroyed and will be hard to

rebuild.

What is influencing?

When it fails


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Negotiating Skills

Why is influencing important?

Flatter organisation structures need it to be effective.

Lean is mean more stress is prevalent in current

organisations.

The rise of the customer the customer is not always

right, but it is our job to make them feel right.

Working across organisations its the only positive

way forward.

The demise of traditional authority all employees havea vested interest in the future success of any

company/organisation.


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Negotiating Skills

Influencing is not about :

Forcing your point of view on others

Nagging until they agree

Giving in to someone

Bargaining

A debate

Dealing with others assertively

Speaking with knowledge and confidence

Listening to their point of view

Appreciating the differences

Showing respect

It is about


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Negotiating Skills

The Levers Of InfluencePull Skills

Creating rapport

Authentic listening

Skilful questioning

These Pull techniques also involve

the effective use of non-verbal

communication.

Creating rapportCreating rapport ::

PosturePosture

VoiceVoice Tone & VolumeTone & Volume

GestureGesture

Eye ContactEye ContactFacial expressionsFacial expressions

How we occupy our spaceHow we occupy our space

Consider carefully how you want to build the relationship

with someone who you will be negotiating with.


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Negotiating Skills

The aim is empathy a non-judgmental state

that aims to understand the other person.

Authentic Listening is :

Listen for content

Listening to the other messages

Summarising the content

Summarising the emotion

Testing your assumptions

Authentic Listening


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Negotiating SkillsBarriers to Listening

Dialogue of the deal - Both sides within a discussion, intenton making their own point, may fail to listen to each other.

Experience - The parties may have had bad experiences ofnegotiations in the past.

Familiarity - Can be a crucial disabler when negotiating.

Skim Listening - Picking up on key words and missing vitalparts of the conversation.

Attention span Are you focused or distracted?


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Negotiating Skills

Pull LeversQuestioning :

Have a questioning strategy

USE:

Hypothetical questions

Defining questions

Probing questions

The aim is to use effective questioning skills to

Help build rapport

Obtain accurate information

Obtain other peoples opinion


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Negotiating Skills

Assertiveness is

Saying what you mean

Meaning what you say

Asking for what you want clearly

Listening to what the other person is sayingBeing honest about what is relevant

Being prepared to look for a workable compromise

Being Assertive during a negotiation is the best wayto achieve a win/win outcome. Conduct your conversation

with clarity, confidence and an open mind.


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Negotiating Skills

Recognising Assertiveness

Effective body languageEffective body language how would you describe this?how would you describe this?

Use assertive languageUse assertive language what is considered assertivewhat is considered assertive

language?language?

Never become emotionalAngry

Resentful

Frustrated

Behaviour breeds behaviour

Keep the temperature low

Stay detached

Show respect

RespondingResponding

NotNot

ReactingReacting


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Negotiating SkillsPower In Negotiation

Negotiation assumes a certain equality between parties

Negotiation refers to obtaining something of value

that someone else has. The focus is upon

mutual benefit.Differing power bases can lead into fighting

behaviours.

Parties do test each others strengths and probe

into just how dependant they are on each other.

A balance of power is essential if negotiations are

to be successful.


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Negotiating SkillsInfluencing The balance Of Power

Facts Expertise Explore Strengthen Authority

Facts The skilled negotiator has all the facts ,

background history and figures. Even a hardened MD

cannot fail to be impressed.Expertise Again gained by effective preparation.

Explore Pose questions in a non threatening manner.

How do we find this solution together.

Strengthen Develop acceptance and trust . Find &

implement outcomes that are of interest to both parties.

Authority it is vital that both parties have the

authority to make the outcome happen.


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Negotiating SkillsNegotiation Strategy

Opening Exploration Create movement

Create Closure Finish

The Process

AgreeAgree

BoundariesBoundaries

DenyDeny

NeedNeed

Stress theStress the

DifferenceDifference

Agree Boundaries On which the negotiation will focus.Deny the need A deliberate strategy in which both parties play down

their need for a particular outcome.

From the outset skilled negotiators will play up the fact that they do not

believe the outcome will be successful.


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Negotiating SkillsOpening Negotiation

Set the offer at the most appropriate level

normally a long way removed from target.

Respond in a way that is deemed most appropriate,

usually rejection.

There is no such thing as a first offer that

is too good to refuse. Openings within

negotiation are like a chess match both

parties will begin with an offer that is farremoved from target.

The opening offer is very rarely a serious

commitment.


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Negotiating SkillsExploration

Identify : Needs Wants Interests

Needs Those things that you feel you cannot do without

Wants Those things that people would prefer to haveInterests The reasons that lie behind the WANTS & NEEDS

It allows the parties to explore the situation.

Needs & Wants are talked about first.

A skilful negotiator can see where the other

party expect the final outcome to be.

Exploration is important because:


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Negotiating Skills

Create Movement

Be prepared to compromise

Explore possibilities

Ask what if? questions

Be clear about the variables

Exchange

During this phase it is vital

that if you agree to aconcession you get

something back in return .

Dont give anything away too

easily people do not value

things that have been

obtained with little effort.

Restate your case Ensure that the

agreement is clear by going over again

what has been agreed.

Restate everything that you have

agreed on. Minimise the perception

of what is left to agree.

Write it down It may prompt some

questions before the deal is closed.

Prevention is better then cure.

Firming UpProposals


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Negotiating Skills

Keep moving

Dont get bogged down in detail

Focus on issues

Give recognition Give the other party a final

opportunity to clarify any issues

Create Closure


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Negotiating SkillsClosing

List of issues from both sides

Prepare a draft framework

Tackle outstanding details

Record each point as it is agreed

Agree a process to review

Agree a procedure for complaints

Know when to stop talking

The skilled negotiator will not be distracted from their task.

Always remember that the whole point of negotiation is

that two parties have something of value.


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Negotiating SkillsFailing Negotiation

Initial commitment may be based on incomplete information

Negotiation may be based on false assumption

People communicate using their mind & body through the use of emotion.

Misunderstandings can arise because of stereotyping.Tension is caused by emotions which can then lead to stress & anxiety.

Listen actively with empathy to reduce the perceived threat and try to show

acceptance and understanding.

If everyone ignores the pinch then a crunch can be just around the corner.

The relationship may suffer as a consequence.

The secret of success is to look for the pinch before it becomes a crunch.


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Negotiating SkillsApproaches to Resolve Conflict

Skilful listening to improve understandingSkilful listening to improve understanding

Assertion skillsAssertion skills

Influence by using interpersonal skillsInfluence by using interpersonal skills

Emphasise issues, break up large issuesEmphasise issues, break up large issues

Make careful note of actions decidedMake careful note of actions decided

Facilitation Helping people communicate with one another.

Conciliation or mediation Working towards resolving an issue whilst

remaining independent. Advocacy negotiating on behalf of one party.


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Negotiating SkillsOutcomes From Negotiation

In a win/lose situation one party may feel threatened by the other and react in

a defensive or aggressive way to ensure they dont get beaten into

submission.

In a lose /lose situation, both parties have lost and no-one gets what they

really want.In a win/win situation, this provides the basis for a long lasting partnership

that can be mutually rewarding.


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Negotiating SkillsStages to Successful Negotiation

Exchange information

Assess Wants, Needs, Information

Find the middle ground which is fair & reasonable to

both Firm up a mutually agreeable solution

Recognise these stages, work towards them.

Use the notes in this course to help future

Negotiations. Create a learning log a simple diary will do.Assess every negotiation you are involved in.

What went well? What could be better?

What will you do differently next time?


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Negotiating Skills

A successful Negotiator can

Build Rapport

Network effectively Work in a team

Build consensus

Be persuasive

Deal with conflict

work material - negotiation skills

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