1. The Art of Negotiation
Your Name

2. 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

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

4. 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.

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

6. 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

7. Build the negotiation
Plan
Lay foundations
Build
Complete

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

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

10. The Emotional Dimension
The Issues
The Emotional Dimension

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

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

13. 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

14. 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

15. Stage Four: Completion
Closing successful negotiations
Closing unsuccessful negotiations

16. 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