Negotiation Skills Elliot Hayes

The Three Keys to Negotiation The power of strategy Understanding the needs and wants of the parties involved Keeping your cool!

Fundamentals - Negotiation is a process in which two or more people with common or conflicting interests discuss ways of resolving an issue or business transaction. - Negotiation has a specific purpose: to reach agreement

Key Drivers in a Negotiation People Time Money

Position Based versus Interest Based A position is the view or stance that one party takes on what is being negotiated. Taking a strong position can limit the capacity to bargain in a negotiation and changing your position mid stream causes lose of credibility.

Interest Based versus Position Based An approach to a Negotiation where the parties focus on their individual interests and the interests of the other parties to find common ground for building a mutually acceptable agreement.

Time to practise Negotiation Activity

Review What did you learn?

Mindset What do you think about negotiation? How do you feel about it? What words come to your mind? Write them down

Mindset Where do the beliefs and attitudes towards negotiation come from? What is your mindset?

Confidence How confident do you feel in your ability to negotiate? Out of ten, what rating would you give your confidence level?

The Negotiator’s Mindset Everything is negotiable

What are your values? What do you value in your work and life? Write down your most important values and rank them in order Making your daily decisions are much easier when you are clear on what you value most.

The Negotiation Process Preparation Discussion Persuasion

The Negotiation Process Proposal Compromise Closure

Communicating and Receiving Messages Body Language Tone Words

Questioning Techniques Open Ended Closed ‘What if…..?” The better the question the better the answer