Negotiation Skills Presented by Andy Collings I MPROVE B USINESS - PowerPoint PPT Presentation

Negotiation Skills Presented by Andy Collings I MPROVE B USINESS Helping you achieve your true potential P ERFORMANCE LIMITED

Negotiation Definition “ A process for resolving conflict between two or more parties whereby one or all modify their demands to achieve a mutually acceptable compromise” I MPROVE B USINESS Helping you achieve your true potential P ERFORMANCE LIMITED

Negotiation I MPROVE B USINESS Helping you achieve your true potential P ERFORMANCE LIMITED

Negotiation Example What are the skills of an effective 1 negotiator? What are the classic mistakes 2 negotiators make?

Negotiation • Preperation What do you need to do prior to the negotiation ? • Information What do you need to know prior to your negotiation ? Where do you get that information from ?

Need to know • Must What is your minimum acceptable outcome • Intend What do you think is realistic • Like What is your ideal outcome

Principled negotiation …

Tips & Ideas Insist on objective critera Separate the people from the problem Get common principles against Start by putting yourself in their 1 3 which agreement will be measured shoes Focus on interests, not positions Create options for mutual gain Agreement – both parties get as What are the real needs behind a 2 4 much of what they want as possible specific proposal

Know your opponent If you can get to know the ”whys” of your opponement’s position, you might be able to solve the problem in a manner that neither of you had thought of before, without giving up what you want. K nowing the ”whys” gives you the opportunity to become a creative negotiator and problem solver.

Exercise Remember Preparation Follow up Desired outcome Close Gain Listen understaning

Exercise Find a partner. Read your brief Put the principles we have learnt into practise. Prepare to Happy negotiating negotiate.

Final Stage Summarize what each party has agreed to 1 Identify who will take what action 2 This is an example text. Go ahead and replace it with your own text. This is an example text. Finalise any negotiated contentious points in writing 3 Go ahead and replace it with your own text Confirm the timeframe for the parties to act 4 If verbal negotiations, follow up with a written email or letter summarising your agreements 5 and send as soon as possible after the negotiation

Easy Mistakes to make Poor preparation 1 Ignoring the give / get principle 2 This is an example text. Go ahead and replace it with your own text. This is an example text. Use of intimidating behaviour 3 Go ahead and replace it with your own text Impatience 4 Talking too much and listening too little 5 Arguing instead of influencing 6 Ignoring conflict 7

Listen “ Most people do not listen to understand; they listen with the intent to reply. They’re either speaking or preparing to speak” I MPROVE B USINESS Helping you achieve your true potential P ERFORMANCE LIMITED

Summary Be credible based on experience and knowledge 1 7 Keep a record Don’t be afraid to say no Follow up 2 8 This is an example text. Go ahead and replace it with your own text. This is an example text. Don’t give too much too soon Composure / Likeable 3 9 Go ahead and replace it with your own text Communication is key Be reliable and trustworthy 4 10 Confidence not arrogance Give to get 5 11 Listen Be prepared 6 12

Thank You E: Andy@i-b-p.co.uk W: I-B-P.co.uk T: @Andycollings2 L: Andrew Collings