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
Presented by Andy Collings
Helping you achieve your true potential
IMPROVE BUSINESS PERFORMANCE LIMITED
“ A process for resolving conflict between two or more parties whereby one or all modify their demands to achieve a mutually acceptable compromise”
Helping you achieve your true potential
IMPROVE BUSINESS PERFORMANCE LIMITED
Helping you achieve your true potential
IMPROVE BUSINESS PERFORMANCE LIMITED
Example
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What are the skills of an effective negotiator? What are the classic mistakes negotiators make?
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What do you need to do prior to the negotiation ?
What do you need to know prior to your negotiation ? Where do you get that information from ?
What is your minimum acceptable outcome
What do you think is realistic
What is your ideal outcome
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Start by putting yourself in their shoes
Separate the people from the problem
What are the real needs behind a specific proposal
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Agreement – both parties get as much of what they want as possible
Create options for mutual gain Insist on objective critera
Get common principles against which agreement will be measured
3 Focus on interests, not positions
If you can get to know the ”whys” of your
the problem in a manner that neither of you had thought of before, without giving up what you want. Knowing the ”whys” gives you the opportunity to become a creative negotiator and problem solver.
Remember
Listen Desired outcome Preparation Gain understaning Close Follow up
Put the principles we have learnt into practise. Happy negotiating
Prepare to negotiate. Read your brief Find a partner.
Summarize what each party has agreed to This is an example text. Go ahead and replace it with your own text. This is an example text. Go ahead and replace it with your own text If verbal negotiations, follow up with a written email or letter summarising your agreements and send as soon as possible after the negotiation Identify who will take what action Confirm the timeframe for the parties to act
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Finalise any negotiated contentious points in writing
Poor preparation This is an example text. Go ahead and replace it with your own text. This is an example text. Go ahead and replace it with your own text Talking too much and listening too little Ignoring the give / get principle Impatience
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Use of intimidating behaviour Ignoring conflict Arguing instead of influencing
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“ Most people do not listen to understand; they listen with the intent to reply. They’re either speaking or preparing to speak”
Helping you achieve your true potential
IMPROVE BUSINESS PERFORMANCE LIMITED
Be credible based on experience and knowledge This is an example text. Go ahead and replace it with your own text. This is an example text. Go ahead and replace it with your own text Confidence not arrogance Don’t be afraid to say no Communication is key
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Composure / Likeable Give to get Listen
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Keep a record Follow up Don’t give too much too soon Be reliable and trustworthy Be prepared
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E: Andy@i-b-p.co.uk W: I-B-P.co.uk T: @Andycollings2 L: Andrew Collings