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negotiation
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Negotiating Skills to Reach a DealApril / May 2012
Introduction to Negotiation
Introduction to NegotiationHow would you define negotiation?What other words do you associate with negotiation?Terminology used in negotiations
Individual Exercise
What scenario do you want to focus on?
Who is involved?
Individual Exercise
Describe the current situation?
What are you willing to give in order to get?
Individual Exercise
IssuesOutcomesRealisticAcceptableWorst possible
Interpersonal Skills
Interpersonal Skills
Interpersonal Skills
Interpersonal Styles
Interpersonal SkillsAvoider: dislikes conflictCompromiser: fair-minded people interested in maintaining relationshipsAccommodator: resolve interpersonal conflicts by resolving the other persons problemCompetitor: winning is the main thingProblem-Solver: seeks to find the underlying problem, use brainstorming to solve
Interpersonal SkillsYou are one of ten people at a conference table, each person sitting across from one anotherSomeone comes in the room and says I will give R1,000 to the first person who can persuade the person sitting across from them to come and stand behind his/her chair.
Interpersonal SkillsResultsAvoider: says I dont want to play, look foolishCompromiser: both offering R500, starts running to other sideAccommodator: runs to other side, negotiates laterCompetitor: sits tight, demands other person moveProblem-Solver: lets both get behind each others chairs, we can each make R1,000.
What Makes a Good Negotiator?
Group ActivityYou have 10 minutes within your small group of three to brainstorm a list of the 10 key skills that successful negotiators need. List your key skills and note the reason why each of your ten skills is crucial to you as a negotiator.
Group Activity
Key SkillsReasons1122334455
Negotiators Ratings
Negotiators Ratings
Negotiators Ratings
Individual Exercise
Results
Body Language
Body Language
Body Language
Body Language
Body Language
Steps of Negotiation
PlanningNegotiators with high aspirations consistently outperform those with low aspirations.By adopting a high aspiration base, negotiators create sufficient room to make and request the necessary concessions.High aspirations generate positive psychological energy and prevent a negotiator from being rigid and defensive.
PlanningA high aspiration communicates confidence to the other party and generally prevents irrational negotiation behaviour.High aspirations require the other negotiating party to expend more energy in trying to lower these aspirations, thus not focusing on promoting its own aspiration.
Planning
Planning
Planning
Planning
Setting Goals and Objectives
Opening Position
Opening Position
Opening Position
Opening Position - Agenda
NumberIssueSequencePriority Negotiator Priority Opposer
Bargaining
Bargaining
Agreement and ClosePut pen to paper and agree on the way forward
Questioning TechniquesAn OPEN question is one that encourages a full response
A CLOSED question is one that can be answered with a short answer
Questioning Techniques
Ethical NegotiationINDIVIDUAL EXERCISE - A question of ETHICSDecide whether or not the approach would be appropriate p42 - (the deal is important to you)
Influencing Techniques
Practical Role Play
TacticsCompetitive TacticsAvoidance TacticsCompromising TacticsCollaborative TacticsAccommodating Tactics
Tactics
Negotiation GambitDescriptionHow to Overcome itGood Cop/Bad CopCherry PickingWalking AwaySplit the DifferenceFlinch
Closing TechniquesConcession closeSummary closeAdjournment closeOr Else closeEither or close
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