negotiation masterclass critical learning points feb 17
Post on 14-Sep-2014
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Key slides on a negotiating masterclass to upgrade skills. increase fees, decrease costs and find win win solutions. Read body language, understand tactics and bargain for successTRANSCRIPT
What behaviour or style do you find the most difficult to handle?
What approach has proved the most successful for you?
What’s the most uncomfortable issue about negotiating that would deter you from bettering your position?
Preparation Work
Email / Instant messaging
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons
Rate your Negotiating Skills on a scale of
0----------100
Compromiser
Competitor
Accommodator
Avoider
Collaborator
Assertiveness
Co-operativeness
Characteristics of Negotiators TKI
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WII FMWII FM
RULES - In pairsThe objective of the game is to score as many lines as possible.The game is the same as noughts and crosses.
XX XX
XX XX
XX XX
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XX
XX
XX00 00 00
00 00 00
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If you help others win - you might just win more
WIN / WIN / WIN
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Assumptions – make an
A A
SS
S S out ofout of
U U andand
MM
EE
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Positions
BP - Best Position
TP - Target PositionWAP - Walk away
positionAP - Alternative
position
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ZOPAZone of potential agreement
BP
BP
TP
TP
WAP
WAP
ZOPA
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ScorecardPreparationPreparation
Questioning SkillsQuestioning Skills
Listening SkillsListening Skills
Reading Body LanguageReading Body Language
Managing your Body LanguageManaging your Body Language
Empathy Empathy
Negotiating TacticsNegotiating Tactics
Bargaining SkillsBargaining Skills
Inventing SolutionsInventing Solutions
ConfidenceConfidence
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Scorecard multipliers
PreparationPreparation xx 55
Questioning SkillsQuestioning Skills xx 11
Listening SkillsListening Skills xx 22
Reading Body LanguageReading Body Language xx 11
Managing your Body LanguageManaging your Body Language xx 11
Empathy Empathy xx 22
Negotiating TacticsNegotiating Tactics xx 33
Bargaining SkillsBargaining Skills xx 22
Inventing SolutionsInventing Solutions xx 22
ConfidenceConfidence xx 11
Bargaining
and Haggling
Separate the people
from the problem
Keep summarising
Make them feel good
Trading “If you - then we”
Have room to manouevre
Don’t accept the first
offer
Never say “no problem”
Care re split the difference?
Psychology
of Influence
Liking
Reciprocit
y
Authority
Scarcity
Social
Proof
Commitment and
Consistency
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SIX Powers of Influence
LikingAuthorityScarcitySocial Proof ReciprocityConsistency
In a study of qualified accountants
60% said they were not good negotiators
Henley Business School found that good negotiators earned 100% more than those not so good
Chartered Institute of Management 2013
Negotiation second most requested
training subject
True?“More than one
third of professionals
are uncomfortable with Presenting and Negotiatin
g ”Linkedin - survey
Research - preparation
Asking and listening
Positioning - BP-TP-WAP- AP
Confiden
ce
Read people and
situations
Haggl
e
Tactics
MEGA TIPS
Create solutions - variables
Life is one
MASSIVENegotiation
Forensic negotiation =
“Understanding what is really going
on in the big picture”
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