Objectives
By the end of the session participants will be able to:
– Define negotiation and describe the 5 main negotiation styles
– Explain the main stages of the negotiation process
– Be aware of strategies and tactics for negotiation
Ground Rules
• Safe place to share ideas and experiences
• Confidentiality• Don’t assume• No such thing as a silly question• Session is interactive – you are the ones
that will make it a success
When are we negotiating?
Definition & Principles
Team 1Define the word ‘negotiation’
Team 2Make a list of the principles behind negotiation
Team 3List the potential fears and implications for the negotiation process
Negotiation Is
• A dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants.
– We all negotiate, all of the time– These negotiations can be about anything– Negotiation is the most effective way of resolving
conflict and securing agreement – A two way discussion to agree terms– Conferring for the purpose of mutual agreement– A process of discussion aimed at reaching agreement– Establishing consensus amongst two or more parties
• All negotiations:
– Involve people – as individuals, representatives, singly or in groups
– Involve conflict– Use bargaining or bartering– Almost always involve face-to-face contact– Are about the future– Arrive at a jointly taken decision
Negotiation Skills• What makes an effective
negotiator?• Get results and get them
when and where needed• Adaptable• Don’t bargain over
positions • Focus on interests and
needs not positions • Build relationships • Separate the people from
the problems– Face the problem not
the person• Are concrete• Use fair procedures• Communicate Effectively
Negotiating Skills
• Interpersonal process
• Can be affected by factors beneath the surface: – Emotions– Attitudes– Motives
ACCOMODATE
Build friendly relationship
Characteristics:
Promote harmony
Avoid substantive differences
Give into pressure to save relationship
Place relationship above fairness of
the outcomes
Negotiation Styles
CO
NC
ER
N F
OR
RE
LA
TIO
NS
HIP
CONCERN FOR SUBSTANCE
LOW
HIGHCOLLABORATE
Problem solved creatively, aiming for win-win
Characteristics:
Search for common interests
Problem-solving behaviours
Recognising both parties’ needs
Synergistic solutions
Win-win becomes the main purpose of the negotiator
HIGH
AVOIDTake whatever you can get/Inaction
Characteristics:
Feeling of powerlessness
Indifference to the result
Resignation, surrender
Take what the other party is willing to concede
Withdraw & remove = behaviour of negotiator
DEFEAT
Be a winner at any cost/Competitive
Characteristics:
Win-Lose competition
Pressure/Intimidation
Adversarial relationships
Defeating the other becomes a goal for the negotiator
COMPROMISE
Split the difference
Characteristics:
Meeting half way
Look for trade offs
Accept half-way measures
Aims to reduce conflict rather than problem solve synergistically
Source: Rollin & Christine Glaser
Win/win
• An outcome in which both parties benefit from the negotiation. A win/win approach is one where one party is making it clear to the other that mutual benefit is possible from continued negotiation.
Negotiator Nigel
Negotiation Process
Opening
Closing
Bargaining
Preparation
Preparation - Early Steps
• You– Objectives/Strategy/ Tactics/Roles
• Them• Identify: LIMits
• What are the strengths of both positions?
• What are the weaknesses of both positions?
• What are the benefits to both sides?
• What are the potential negative consequences to both sides?
ESP
Opening
• Both sides present positions
• Most important opportunity to influence the other side
• Active Listening Skills– Body language– Intelligent Listening
• Non-negotiable items = flexibility
Bargaining
• Explore Key Commitments
• Summarise Arguments and Seek Acceptance
• Look for Signals of Possible Movement
• Identify and Highlight Common Ground– Current & Potential
Closing• Be Prepared to Concede
• Begin with those of Low Priority and seek High Priority Items
• Never Concede on More than possible by your Brief
• Use your Concessions Wisely
• Don’t just give these away expect and receive something in return
Reviewing Your Negotiations
• With a partner discuss a negotiation you had recently and try to recollect the phases you when through.
– Use the Negotiation Phases Handout for the questions to consider
The Art of Listening
Challenges & Obstacles
• List all the possible challenges & obstacles to a win-win negotiation
• Ideas to tackle them
“Win-win is an attitude,
not an outcome”
Dan Boyd
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