E L Effective Negotiation Skills P M A S Course objectives - - PowerPoint PPT Presentation

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E L Effective Negotiation Skills P M A S Course objectives - - PowerPoint PPT Presentation

Oct 19, 2023 155 likes •373 views

E L Effective Negotiation Skills P M A S Course objectives Develop an effective plan for any negotiation E Recognize interests and positions L Become more persuasive P Minimize conflicts and deadlocks M Neutralize

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SLIDE 1

Effective Negotiation Skills

S A M P L E

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SLIDE 2

Course objectives

  • Develop an effective plan for any negotiation
  • Recognize interests and positions
  • Become more persuasive
  • Minimize conflicts and deadlocks
  • Neutralize manipulative tactics
  • Maximize closure opportunities

S A M P L E

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SLIDE 3

Effective negotiators …

Persuade Listen Prepare

S A M P L E

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SLIDE 4

Position versus interest

WHA HAT

versus

WHY

S A M P L E

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SLIDE 5

To find underlying interests …

  • Probe. Similar positions may be held

for very different reasons.

S A M P L E

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SLIDE 6

Understand yourself

  • “What do I want?”
  • “Why do I want

these things?”

  • “In what order do I

want them?”

S A M P L E

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SLIDE 7

Information sources

S A M P L E

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SLIDE 8

“Plan B, C, D …”

  • Identify worst-

case scenario

  • Create

competition

  • Consult experts
  • Identify your

leverage Goal: A list of actions you can take if no agreement is reached

S A M P L E

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SLIDE 9

Develop good listening habits

  • Give your full attention
  • Show you’re listening
  • Don’t make assumptions
  • Don’t jump to conclusions
  • Paraphrase to confirm

understanding

  • Show empathy

S A M P L E

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SLIDE 10

Create a dialog

  • Be fully engaged
  • Remain non-

judgmental and

  • pen
  • Don’t use corporate

double-speak

S A M P L E

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SLIDE 11

Nonverbal messages

S A M P L E

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SLIDE 12

What to do with what you hear

  • Respond to your

counterpart’s arguments

  • Put yourself in the
  • ther person’s

shoes

  • Develop reasonable

responses to their “no”

S A M P L E

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SLIDE 13

Recognizing your buttons

  • What makes you

angry or frustrated?

  • Who rubs you the

wrong way?

  • When do you stop

listening?

S A M P L E

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SLIDE 14

Choose your response

  • Accept

– Decide current situation is reality, and move forward

  • Adjust

– Suggest a change to the current situation

  • Avoid

– Suggest a major time-out

S A M P L E

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SLIDE 15

Strategy steps

Acknowledge Be silent Concede on unimportant items Deflect dirty tactics End

S A M P L E

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SLIDE 16

Leverage

  • Types

–Positive –Negative –Normative

  • Apply subtly

S A M P L E

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SLIDE 17

“Dirty” tactics

Delay tactics Stuck on position Anger

S A M P L E

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SLIDE 18

Difficult people

Attacker Rambler Dominator Passive- Aggressive

S A M P L E

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SLIDE 19

The language of cooperation

“People receiving concessions often feel better about the bargaining process than people who get a firm, ‘fair’ price.”

— Richard Shell Bargaining for Advantage

S A M P L E

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SLIDE 20

Put it in writing

  • What you are

receiving

  • What you are paying

for what you are receiving

  • Who the parties

involved are

  • The duration of the

agreement

S A M P L E