Negotiating, We Do It All The Time! TIS Annual Conference Saturday 8th June 2015 Patsy King Development Officer

Workshop Aims To develop our knowledge and skills To find out what kind of negotiator you are Learn about the 3 key stages of negotiation Better understand negotiations To Learn from each other and enjoy Handy Hints and Tips

Negotiating Skills Activity One: Push Me – Pull Me?

What’s it all about? We all do it! Best way to resolve differences The key is to use good techniques The best scenario is usually a win-win negotiation finding a solution that is acceptable to both parties, and leaves both parties feeling that they've won, in some way, after the event. Effective negotiation helps you to resolve situations where what you want conflicts with what someone else wants. seeking to win a negotiation while the other person loses out. Many people go through this when they buy or sell a house – this is why house-buying can be such a confrontational and unpleasant experience. Similarly, where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in detail and legitimate "gamesmanship" to gain advantage. Anyone who has been involved with large sales negotiations will be familiar with this. Neither of these approaches is usually much good for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball, then this disadvantages the other person – this may, quite fairly, lead to reprisal later. Similarly, using tricks and manipulation during a negotiation can undermine trust and damage teamwork. While a manipulative person may not get caught out if negotiation is infrequent, this is not the case when people work together routinely. Here, honesty and openness are almost always the best policies.

Negotiating Skills Activity 2 – What kind of Negotiator are you?

Negotiating Skills Three Vital Areas Of Negotiating Skills Preparing Conducting Closing

Preparation Get the facts Gather information Decide what you want What does the other side want? Speculate on common ground How much are you prepared to concede? Are your aims achievable?

Preparation What are the other sides weaknesses? What are your weaknesses? How can you question these What about balance of power? What are your priorities? Consider possible compromises Choose a lead person to negotiate?

Conducting Negotiations Negotiating is as much about listening and observing as it is about talking Be alert to the mood Try to pick up signals being given off by others Leave yourself room to manoeuvre, Do not suggest your position is immovable, Probe the attitudes of the opposition: ‘what would your feelings be if…’ Leave scope for both sides to make concessions

Conducting Negotiations Leave yourself room to manoeuvre Do not suggest your position is immovable Probe the attitudes of the opposition: ‘what would your feelings be if…’ Leave scope for both sides to make concessions

Opening Negotiations Brief presentation of your case Compare Positions Establish the common ground Identify any differences

Reducing Differences Listen to both arguments Take on board valid points Ask questions that probe for a weakness in the other sides arguments

Closing A Negotiation Trading Positions: Making Concessions: A delicate process of bargaining whereby each party makes concessions to reach an agreement Making Concessions: How much are you prepared to concede? Compromise without losing face

Encouraging Closure Emphasise the benefits: Avoid win/lose situation Go for Win/Win It’s about representing the interests of your members Reaching And Confirming Agreements Check what has been agreed Recap and Confirm Record agreement Check to see if any follow up action required

Activity 3: Room 101!

Conclusion A negotiation can only be brought to a successful conclusion only when both parties have made concessions that are mutually acceptable in order to reach an agreement.

RESPECT Negotiation RESPECT Some traits of a successful negotiator: Resourceful Equitable Sensitive Patient Endurance Character Tolerant RESPECT

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