1. Negotiating Skills to Reach a Deal April / May 2012

2. Introduction to Negotiation

3. How would you define negotiation? What other words do you associate with negotiation? Terminology used in negotiations

4. Individual Exercise What scenario do you want to focus on? Who is involved?

5. Individual Exercise Describe the current situation? What are you willing to give in order to get?

6. Individual Exercise IssuesOutcomes RealisticAcceptableWorst possible

7. Interpersonal Skills

8. Interpersonal skills require that we are aware of our behaviour and of our counterparts in the negotiations. The four basic styles of behaviour gives an indication of how people react and respond to situations

9. Interpersonal Skills No one style is superior to the other style, and no one person can be all four styles. To improve your negotiation, know who and how to deal with the various people, and who you are.

10. Interpersonal Styles Driver (Action) Analytical (Process) Amiable (People) Expressive (Idea)

11. Interpersonal Skills Avoider: dislikes conflict Compromiser: fair-minded people interested in maintaining relationships Accommodator: resolve interpersonal conflicts by resolving the other person’s problem Competitor: winning is the main thing Problem-Solver: seeks to find the underlying problem, use brainstorming to solve

12. Interpersonal Skills You are one of ten people at a conference table, each person sitting across from one another Someone comes in the room and says “I will give R1,000 to the first person who can persuade the person sitting across from them to come and stand behind his/her chair.”

13. Interpersonal Skills Results Avoider: says I don’t want to play, look foolish Compromiser: both offering R500, starts running to other side Accommodator: runs to other side, negotiates later Competitor: sits tight, demands other person move Problem-Solver: “let’s both get behind each others chairs, we can each make R1,000.”

14. What Makes a Good Negotiator?

15. Group Activity You have 10 minutes within your small group of three to brainstorm a list of the 10 key skills that successful negotiators need. List your key skills and note the reason why each of your ten skills is crucial to you as a negotiator.

16. Group Activity Key SkillsReasons 11 22 33 44 55

17. Negotiator’s Ratings Planning skills Integrity Verbal clarity Thinking Under Stress General Practical Sense

18. Negotiator’s Ratings Ability to gain respect Team Leadersh ip skills Tact Ability to exploit power Open mind

19. Negotiator’s Ratings Professional standardsProduct KnowledgeSelf ConfidencePersistenceInsight

20. Individual Exercise List all your personal strengths as a negotiator? List your personal areas for development? How good a negotiator are you? (p21)

21. Results 20 - 40 - You are not a successful negotiator40 - 60 - You have some ability in negotiation60 - 80 - You are a good negotiator80 - 100 - You are an excellent negotiator

22. Body Language

27. Steps of Negotiation

28. Planning Negotiators with high aspirations consistently outperform those with low aspirations. By adopting a high aspiration base, negotiators create sufficient room to make and request the necessary concessions. High aspirations generate positive psychological energy and prevent a negotiator from being rigid and defensive.

29. Planning A high aspiration communicates confidence to the other party and generally prevents irrational negotiation behaviour. High aspirations require the other negotiating party to expend more energy in trying to lower these aspirations, thus not focusing on promoting its own aspiration.

30. Planning What is the reason? What are the topics to be discussed? What is my perception of the issues? That of the opposer? What resources can I draw on?

31. Planning What do I know about my opposer? What do I know about the person he represents? What are the negotiating style of the other party? What are my interests?

32. Planning What are the interests of the other side? What are our common interests? What are the opposing interests? What standards to use to resolve conflicting ideas ?

33. Planning Low vs High Why is the other side talking to me? Why do they need something from me? What prevents them from doing it another way?

34. Setting Goals and Objectives S Specific M Measurable A Achievable C Challenging C Compatible

35. Opening Position

36. Outline Your Opening Position Decide on High Ball Decide on Low Ball

37. Opening Position This Position is Realistic Perception of Power Confirm all Agreements

38. Opening Position - Agenda NumberIssueSequence Priority Negotiator Priority Opposer

39. Bargaining

40. Define your range Start Target Walkaway BATNA: your alternatives

41. Agreement and Close Put pen to paper and agree on the way forward

42. Questioning Techniques An OPEN question is one that encourages a full response A CLOSED question is one that can be answered with a short answer

43. Questioning Techniques Practical Session

44. Ethical Negotiation INDIVIDUAL EXERCISE - A question of ETHICS Decide whether or not the approach would be appropriate p42 - (the deal is important to you)

45. Influencing Techniques

46. Practical Role Play The Ugli Orange Pg 45

47. Tactics Competitive Tactics Avoidance Tactics Compromising Tactics Collaborative Tactics Accommodating Tactics

48. Tactics Negotiation GambitDescriptionHow to Overcome it Good Cop/Bad Cop Cherry Picking Walking Away Split the Difference Flinch

49. Closing Techniques Concession close Summary close Adjournment close “Or Else” close Either or close