Barnsley Development Brief Training Negotiating Skills

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Barnsley Development Brief Training Negotiating Skills Andrew Beard

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Barnsley Development Brief Training Negotiating Skills. Andrew Beard. Definition. “confer with others in order to reach a compromise or agreement”. p l a c e s & s p a c e s. Skills for successful negotiating. Awareness Understand background Sensitive to needs of other side - PowerPoint PPT Presentation

Transcript of Barnsley Development Brief Training Negotiating Skills

Page 1: Barnsley Development Brief Training Negotiating Skills

BarnsleyDevelopment Brief Training

Negotiating Skills

Andrew Beard

Page 2: Barnsley Development Brief Training Negotiating Skills

Definition

“confer with others in order to reach a compromise or agreement”

p l a c e s & s p a c e s

Page 3: Barnsley Development Brief Training Negotiating Skills

Skills for successful negotiating• Awareness

– Understand background– Sensitive to needs of other side– Interpret body language

• Patience– Can take time to break down barriers

• Communication skills– Two way process– Good listener

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Page 4: Barnsley Development Brief Training Negotiating Skills

Negotiating styles• Competitor

– Assertive, unyielding, uncooperative– Effective in strong bargaining position– Creates tension and mistrust– If faced by one, may be best not to agree

• Collaborator– Use time and energy to find common ground– Both assertive and cooperative– Good if need to maintain good relationship

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Page 5: Barnsley Development Brief Training Negotiating Skills

Negotiating styles (cont.)

• Compromiser– Both assertive and cooperative– Willing to meet half way

• Pleaser– Nice people but give way too easily

• Avoider– Low in assertiveness and cooperativeness– Hope problem will go away

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Page 6: Barnsley Development Brief Training Negotiating Skills

Negotiating styles

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Ass

erti

ve

Cooperative

Competitor

Compromiser

Pleaser

Collaborator

Avoider

Page 7: Barnsley Development Brief Training Negotiating Skills

Negotiating process

1. Preparation2. Conducting negotiation3. Closing

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Page 8: Barnsley Development Brief Training Negotiating Skills

Preparation

• Thorough knowledge of facts essential• Clarify your objectives• Identify areas for compromise• Clarify priorities

– Which priorities are ideal– Which represent a realist target– Which are minimum to still achieve a ‘win’

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Page 9: Barnsley Development Brief Training Negotiating Skills

Preparation

• Identify variables: – Alternative options to

achieve agreement

• Best alternative– What if fail to agree?– Least favourable result

willing to accept

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Page 10: Barnsley Development Brief Training Negotiating Skills

Conducting negotiations

• Negotiation medium: how will you negotiate?– Meeting, telephone, email

• Venue: where will negotiations take place?– Neutral territory can be helpful

• Negotiations: alone or part of team?– Agree attendance in advance– Team approach (good guy/ bad guy)– Careful briefing/ rehearsal

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Page 11: Barnsley Development Brief Training Negotiating Skills

Conducting negotiations• Opening position

– Highest position that can be defended– Set climate for collaboration– Identify areas of agreement and dispute– Listen carefully to other side– Share information that supports your arguments

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Page 12: Barnsley Development Brief Training Negotiating Skills

Conducting negotiations• Discussion

– Listen actively, probing and asking questions– Check understanding by summarising– Look for new variables– Offer concessions conditionally– Make other party feel respected– Defer deadlocked items and move on– Use adjournments– Be aware of dirty tricks!

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Page 13: Barnsley Development Brief Training Negotiating Skills

Closing• Aim for ‘win-win’• Record what has been agreed in

writing• Obtain confirmation of agreement• Check no ambiguities or

uncertainties• Aim for win that preserves or

enhances relationship

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Page 14: Barnsley Development Brief Training Negotiating Skills

Discussion: How can design quality be maintained during negotiations?

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