1. University of Westminster 2010-2011Negotiation and the Negotiation Competition Session 2/ Graham Robson Negotiation Skills… and the Negotiation Competition

2. University of Westminster 2010-2011Negotiation and the Negotiation Competition How a negotiation might go

3. University of Westminster 2010-2011Negotiation and the Negotiation Competition Opening –Nice to meet you. I feel sure we can do a deal that will be good for both our clients… Discussion of situation –We need a good job done promptly. Information gathering –Has your client done this kind of work before? Opening position –We can do the building job in 6 weeks for £25,000 Getting started

4. University of Westminster 2010-2011Negotiation and the Negotiation Competition Signalling –maybe/ we could look at that Proposing –We need the job doing in 4 weeks for £20,000 Bargaining –If we do the job in 4 weeks, that would be £30,000 Packaging –If you do it in 4 weeks, we will pay you £25,000 provided you can start in 2 weeks’ time and give us a 2 year guarantee Moving towards a deal

5. University of Westminster 2010-2011Negotiation and the Negotiation Competition Summarising –OK so we are agreed our clients will do the job in 5 weeks for £25,000, start in 3 weeks and give you a 1 year guarantee Closing –Nice to do business with you. We’ll just check this with our clients Documenting –We will draw up the contract and send by Friday Wrapping it up

6. University of Westminster 2010-2011Negotiation and the Negotiation Competition Funny but some serious ideas… The Art of Negotiating Practical focus on –Signalling –Proposing –Bargaining

7. University of Westminster 2010-2011Negotiation and the Negotiation Competition Legal negotiation

8. University of Westminster 2010-2011Negotiation and the Negotiation Competition Legal negotiation Lawyers have a duty to do the best they can for their clients But they must act ethically

9. University of Westminster 2010-2011Negotiation and the Negotiation Competition Legal negotiation You are acting on behalf of a client Make sure you have full instructions about what the client wants Client may want you to use a particular strategy (get instructions) Rarely completed in one session –first session could be mainly information gathering

10. University of Westminster 2010-2011Negotiation and the Negotiation Competition Where do you go from here? Practice negotiating in real life Practice using scenarios