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Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
Session 2/ Graham Robson
Negotiation Skills…and the Negotiation
Competition
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
How a negotiation might go
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
• Opening– Nice to meet you. I feel sure we can do a deal
that will be good for both our clients…• Discussion of situation
– We need a good job done promptly.• Information gathering
– Has your client done this kind of work before?• Opening position
– We can do the building job in 6 weeks for £25,000
Getting started
Un
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f W
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2010-2011Negotiation and the Negotiation Competition
• Signalling – maybe/ we could look at that
• Proposing – We need the job doing in 4 weeks for £20,000
• Bargaining– If we do the job in 4 weeks, that would be
£30,000• Packaging
– If you do it in 4 weeks, we will pay you £25,000 provided you can start in 2 weeks’ time and give us a 2 year guarantee
Moving towards a deal
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
• Summarising– OK so we are agreed our clients will do the job
in 5 weeks for £25,000, start in 3 weeks and give you a 1 year guarantee
• Closing– Nice to do business with you. We’ll just check
this with our clients
• Documenting– We will draw up the contract and send by Friday
Wrapping it up
Un
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f W
estm
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2010-2011Negotiation and the Negotiation Competition
Funny but some serious ideas…
• The Art of Negotiating
• Practical focus on– Signalling– Proposing– Bargaining
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
Legal negotiation
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
Legal negotiation
• Lawyers have a duty to do the best they can for their clients
• But they must act ethically
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
Legal negotiation
• You are acting on behalf of a client • Make sure you have full instructions about
what the client wants• Client may want you to use a particular
strategy (get instructions)• Rarely completed in one session –first
session could be mainly information gathering
Un
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ity o
f W
estm
inste
r
2010-2011Negotiation and the Negotiation Competition
Where do you go from here?
• Practice negotiating in real life
• Practice using scenarios
