1. Create a roadmap for successful negotiations. Stephen Boyle Programme Director UCD Smurfit School Phillip Matthews Director, Executive Education UCD Smurfit School

2. Create a roadmap for successful negotiations. Presenter: Stephen Boyle Moderator:Phillip Matthews

3. AGENDA The key to success: preparation Competitive negotiation skills: Tips for claiming value in negotiations Collaborative negotiation skills: Tips for creating value in negotiations 25 minutes Questions and Answers 15 minutes

4. The key to success: preparation

5. 96% of managers fail to reach “win-win” outcomes 50% fail to spot when they are in perfect agreement How good are most negotiators?

6. Barriers to improvement: Some negotiation myths “Great negotiation skills are learned from experience” “The purpose of negotiation is to reach agreement” “Negotiating is a natural ability: you either have it or you don’t”

7. Preparation Do you have a plan? Have you sized up the other party? What are the rules of the game?

8. The negotiation game More conflict Less conflict

9. The win-lose fallacy… 80% of negotiators operate under a win- lose or “fixed-pie” assumption about all negotiations

10. Which type of negotiation? Competitive approach: Negotiating over a single issue Once-off negotiations No ongoing relationship Collaborative approach: Negotiating over many issues Repeat negotiations Relationship matters

11. Effective negotiation requires two skills: Creating value Claiming value Your sliceTheir slice

12. Competitive negotiation skills: Tips for claiming value

13. Set ambitious targets

14. Set your limits Make sure you know your true limits… …but don’t confuse targets with limits! Best Alternative To Negotiated Agreement

15. Should you make the first offer? First offers can have a powerful anchoring effect in competitive bargaining situations

16. Don’t say yes too quickly

17. Collaborative negotiation skills: Tips for creating value

18. Why bother creating value? Your sliceTheir slice

19. Understand the interests Yours and theirs Don’t let your ego get in the way of your interests Put yourself in their shoes

20. Make tradeoffs, not concessions Always ask for something in return Search for the best tradeoffs Do you understand the value of what you have to offer?

21. Deal with the human factor Have you addressed the “people issues”? Are you a listener or a talker?

22. A cautionary note Do you put the relationship at the forefront of your concerns? If so, beware!

23. Summary

24. FURTHER READING & USEFUL LINKS

25. QUESTIONS & ANSWERS

26. Thank you for your participation today. For more information on our ‘Winning Negotiation Strategies’ programme led by Stephen Boyle, please contact Gillian Brown, Programme Manager at (01) 716 8818 or email gillian.brown@ucd.ie gillian.brown@ucd.ie

27. NEXT WEBINAR – JAN ‘10 ‘Winning with Accountability’ with Henry J Evans, author of “Winning With Accountability, The Secret Language of High Performing Organizations.”