The Art of Negotiation Your Name.

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Presentation transcript:

The Art of Negotiation Your Name

Session Objectives This session will provide you with the Negotiating tools to be able to: Negotiate with the aim of achieving a mutually acceptable outcome Make effective preparations before starting to negotiate Structure and pace negotiations so that you do not find yourself entering into agreements until you are ready

Negotiation (definition) “Discuss with a view to mutual settlement.” (Collins Gem Dictionary)

Negotiation (definition) ...the process whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests.

Negotiation (definition) Confer with a view to compromise or agreement. (concise Oxford Dictionary)

When to negotiate When we are given no choice When we need each other’s consent When it is the only way to get what we want When the outcome is uncertain When the stakes justify our time and effort

Build the negotiation Plan Lay foundations Build Complete

Stage One: Plan Collect information Prepare questions Prepare answers Identify and prioritise Set negotiating range Establish best alternatives

Stage Two: Lay Foundations Building Rapport Analysing Questioning Listening Discussing Reviewing plan

The Emotional Dimension The Issues The Emotional Dimension

Stage Three: Build Opening position Sounding out Pause Appropriate Response Towards Agreement

If you are prepared to increase your figure it might be possible for me to make some movement on my asking price. Scenario 1

If you fill the tank with petrol and provide the car with road tax, I might be able to get closer to your price. Scenario 2

If you spend the next 15 minutes tidying your bedroom I may be able to let you stay up a little longer tonight. Scenario 3

Stage Four: Completion Closing successful negotiations Closing unsuccessful negotiations

Session Objectives This session will provide you with the Negotiating tools to be able to: Negotiate with the aim of achieving a mutually acceptable outcome Make effective preparations before starting to negotiate Structure and pace negotiations so that you do not find yourself entering into agreements until you are ready