1. Negotiating to Win-Win Presented by: Sheila Baker Managing Director Gold Seal

2. “Negotiation involves parties with perceived conflicting interests, working towards an understanding or solution as to how they can best resolve their differences” “Negotiation: Strategy, Style, Skills” (Alexander and Howieson, 2010) Definition

3. Negotiation occurs in international affairs, in the legal system, government, and industrial disputes as well as domestic situations and workplaces. Examples of Negotiation

4. Successful negotiations end with something both parties need. WIN-WIN negotiating is good business. WIN-WIN Philosophy

5. Negotiation should run according to 3 criteria: produce a wise agreement be efficient improve, or at least not damage, the relationship Getting To Yes by Fisher and Ury 1981 Getting to Yes

6. A “wise” agreement: one that meets the legitimate interests of each side as far possible; resolves conflicting interests fairly; is durable and takes community interests into account. Getting To Yes by Fisher and Ury 1981 Getting to Yes

7. Communication Skills

8. During stressful situations, we revert to our natural behaviours. Skilled negotiators are self-aware: “you are not your behaviour”

9. Communication Skills How do you rate yourself on compromising / negotiating behaviour?

10. Assertive Communication Skills Demonstrate a belief in equality Be proactive not passive Remain calm, rational, objective Seek the other point of view through questioning Focus on the problem not the person Manage the ‘issue’ Frame the communication as a challenge not a problem Use “I” statements

11. Communication Skills Questioning Skills Listening Skills

12. Questions Map the Territory Use assertive ‘I’ statements Use a time out strategy Work through some win-win options Question final accountability

13. Stages in a Negotiation Planning Body of Discussion Closing

14. Stages in a Negotiation - Planning Be information rich – ensure you know as much as is humanly possible to know before you enter into the negotiation.

15. Stages in a Negotiation - Planning Define clearly what you will be negotiating about Divide the negotiation into issues List your maximum and minimum position Rank in order of priority Anticipate the other party’s positions What assumptions are you making? Decide your agenda Specify your objective

16. Stages in a Negotiation - Execution Opening General Closing

17. Execution - Opening Share your goals and objectives Learn their goals and objectives Aim for mutual cooperation and trust Make initial concession

18. Execution - General Body of Discussion Be prepared to move from one issue to another Never lose sight of the overall package Judicious use of questions

19. Execution - General Negotiating tools: Humour Summarising Breaking deadlocks Allowing enough time Limit the reasons why Don’t lose your cool Be yourself Silence

20. Execution - Closing Verbal/Non – Verbal indication Closing question – natural and sincere Require a reply and avoid pressure

21. Closing Questions Choice “which one do you like better, plan ‘a’ or plan ‘b’? Assumption “I’ll help you complete the order form”

22. Closing Questions Reason to act now “I’m not sure we have any left, shall I check with my office?” Minor Point “What day of the week would you prefer to start the installation”.

23. Closing End on a positive note, regardless of the outcome and remember: ‘successful negotiations are measured by their consequences and not the elegance of their game plan.’

24. Getting to Yes It is just as inappropriate to ask a negotiator "who's winning?" as to ask "who's winning?" in a marriage. Negotiating is getting what you deserve and being decent. Never give in for the purpose of trying to improve a relationship. Don't measure success by how far the other party has moved. JFK: "let us never negotiate out of fear. But let us never fear to negotiate Getting To Yes by Fisher and Ury 1981