1. Negotiation skills: can you really achieve a win-win? Joanne Greenaway Jo.greenaway@virgin.net

2. What is negotiation? a method by which people settle differences compromise or agreement is reached while avoiding argument and dispute often begins once both sides realise that they can get something from the agreement Individuals aim to achieve the best possible outcome for their position the principles of fairness, mutual benefit and maintaining a relationship are the keys to a successful outcome

3. Your negotiation style Margaret Thatcher “I am extraordinarily patient, provided I get my own way in the end.” Emotional Hard-nosed/tough/macho Consensus driven People pleasing Aggressive Haggler Assertive Humourous

4. Where to sit? Think broadly– figures, people, ethos Psychological currencies Let them go first Clarity of purpose/pick battles Put yourself in their shoes Negotiate backwards Personal relationship - acknowledge their feelings Listen and adapt Plan and be flexible Build trust

5. Tips from… Conflict resolution Focus on common ground Understand that you don’t have to solve all the issues to make a deal cf Arab Israeli peace Divorce Acknowledge hurt and distrust Focus on moving forward Try to leave fault out of it Process change Process change unlikely to hold unless buy in RACI – report, approve, consult, inform

6. The stages of a negotiation Preparation, preparation, preparation Discussion Clarifying goals Negotiate towards a Win-Win outcome Agreement Implementing a course of action

7. 1.Preparation, Preparation, Preparation Plan meeting Know the facts & what you/they want to achieve Groundwork Role play Environment Who has authority?

8. 2. Discussion Put forward case Listen Questioning, clarifying Take notes

9. 3. Clarifying goals Prioritise goals of each side Establish common ground Analyse Wants and Needs – S hared – D iffering – C onflicting Brainstorm possible options Use criteria to narrow them down

10. MOISHE AND GITTELE  Moishie and Gittele are an older couple from Golders Green, getting married late in life.  They are planning their first holiday together. He’d like to go on an adventure and has always fancied trekking in the Himalayas with a backpack – you only live once. She wants to go to somewhere sunny and put her feet up. He’s heard from her friends that she likes Bournemouth.

11. WHAT TO DO? His immediate thoughts are:  Go on separate holidays  Finish the relationship  Persuade Gittele to get fit and go trekking  Go to Bournemouth and grin and bear it

12. WHAT THEY REALLY WANT  Gittele would like some time to read a pile of books she hasn’t got round to  Gittele needs a good rest  She doesn’t like flying very long-haul  Moishie would like to do some walking but is happy to go himself  Moishie would like to go somewhere he hasn’t been before for a change of scenery

13. WHAT THEY REALLY WANT  Neither like it too hot but want the sun.N  Neither are interested in a big resort.  Neither want to bump into anyone they know – they want to spend time together.  Neither wants to be away for too long. Gittele has to look after her elderly mother and Moishie has to get back to work.  Both like cooking but would like to be able to eat out.

14. 4. Negotiate towards a Win-Win outcome Win-win as ultimate goal What is your BATNA? What is their BATNA? To disclose or not to disclose?

15. 5. Agreement Aim for win/win but remember BATNA Don’t rush it Make yes the easy option Stuck at an impasse? – Call in for a third party/pizza – Revisit the options – Split the difference? – Leave it? – on good terms

16. 6. Implementing a course of action Clarity Formalise ASAP in writing – Agreement, memo, minutes, letter Failure to agree  schedule further meeting NB. Attitudes towards the negotiation

17. Top tips in a communal setting Establish credibility PatienceBuild alliances Repeat your points Effective communication Understand their drivers Pick battlesPick timingMassage egos

18. Questions? Thank you for participating. Jo.greenaway@virgin.net