fasset negotiation skills slides presentation
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negotiations skillsTRANSCRIPT
Negotiating Skills to Reach a Deal
April / May 2012
Introduction to Negotiation
Introduction to Negotiation
• How 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
Issues Outcomes
Realistic Acceptable Worst possible
Interpersonal Skills
Interpersonal Skills
Interpersonal Skills
Interpersonal Styles
Interpersonal Skills
• Avoider: dislikes conflict
• Compromiser: fair-minded people interested in maintaining relationships
• Accommodator: resolve interpersonal conflicts by resolving the other person’s problem
• Competitor: winning is the main thing
• Problem-Solver: seeks to find the underlying problem, use brainstorming to solve
Interpersonal Skills
• You are one of ten people at a conference table, each person sitting across from one another
• Someone 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 Skills
Results• Avoider: says I don’t want to play, look foolish• Compromiser: both offering R500, starts running to other
side• Accommodator: runs to other side, negotiates later• Competitor: sits tight, demands other person move• Problem-Solver: “let’s both get behind each others chairs,
we can each make R1,000.”
What Makes a Good Negotiator?
Group Activity
You 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 Skills Reasons
1 1
2 2
3 3
4 4
5 5
Negotiator’s Ratings
Planning skills
IntegrityVerbal clarity
Thinking Under Stress
General Practical Sense
Negotiator’s Ratings
Negotiator’s Ratings
Individual Exercise
Results
Body Language
Body Language
Body Language
Body Language
Body Language
Steps of Negotiation
Planning
• Negotiators 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.
Planning
• A 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
Number Issue Sequence Priority
Negotiator
Priority
Opposer
Bargaining
Bargaining
Agreement and Close
• Put pen to paper and agree on the way forward
Questioning Techniques
• An 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 Negotiation
• INDIVIDUAL EXERCISE - A question of ETHICS
• Decide whether or not the approach would be appropriate p42 - (the deal is important to you)
Influencing Techniques
Practical Role Play
Tactics
• Competitive Tactics
• Avoidance Tactics
• Compromising Tactics
• Collaborative Tactics
• Accommodating Tactics
Tactics
Negotiation Gambit Description How to Overcome it
Good Cop/Bad Cop
Cherry Picking
Walking Away
Split the Difference
Flinch
Closing Techniques
• Concession close
• Summary close
• Adjournment close
• “Or Else” close
• Either or close