1. BizSmart Lunch & Learn Webinar Be ahead of the game! Speaker: Melanie Hawkett, Source & Effect Date: Tuesday 6 th October Time: 12.30pm Today's webinar “Be ahead of the game”, will focus on the planning stages of a successful negotiation. Melanie Hawkett, from procurement specialists Source & Effect, will talk about how you can get ready for an upcoming negotiation. The focus will be on the buyer-supplier relationship, but this approach works in any situation where negotiation is involved.

2. Be ahead of the game! Melanie Hawkett Webinar 6 th October 2015

3. Insight….. 1.The negotiation Cycle 2.Planning & Preparing for a negotiation 3.Techniques & Behaviours for success

4. Negotiation is…… “A process through which parties move from their initially divergent positions to a point where agreement may be achieved” “The art of negotiation is knowing how to exchange concessions”

5. The Negotiation Cycle Preparation & Planning OpeningTestingMovingConcludingReviewing

6. Preparation & Planning ‘To place yourself in the BEST possible position before the negotiation commences’ PREPARATION = researching the issues PLANNING = strategy, tactics, logistics

7. Preparation & Planning: It’s not Rocket Science! 1.Get your ducks in a row! 1.Work out your negotiation objectives 1.Devise your negotiation strategy

8. Get your ducks in a row!  FACTS  HISTORY  REQUIREMENTS  TEAM Top Tip: Consider your position. How attractive are you to the supplier?

9. Work out your negotiation objectives  IDEAL  REALISTIC  FALLBACK Top Tip: consider T’s & C’s, Timescales, Products, Volumes etc. There are MANY negotiation variables other than price!

10. Devise your negotiation strategy Top Tip: Devise this WITH your team! You do not want any surprises! OpeningTestingMovingConcluding

11. A quick recap…… Preparation & Planning OpeningTestingMovingConcludingReviewing We are here! This takes time & is the most IMPORTANT stage of the cycle!

12. You have your strategy….this is not enough! “The ART of negotiation is knowing how to exchange ‘concessions’, how to use behaviour & language to influence and how to get the best out of your negotiation”

13. You have your strategy….this is not enough! So, ask yourself….in order to influence & negotiate “have I got the skills”? “has my team got these skills”? “who might be my strongest & weakest link”?

14. Influencing Behaviours Soft Tough Warm Cold Overly persuaded Overly friendly Passive Dominating and aggressive Targets rather than relationships Self orientated Absence of relationship Superficial Disinterested Strong on relationships Strong on outcomes Confident & Assertive

15. Negotiating Behaviours AggressivePassive Assertive Behaviour “I have a right to be heard but you have the right to be listened to”  To be there  To be listened to  To be valued as a person  To be respected as a professional  To ask for information  To take a contra view to others

16. What does assertive behaviour look like?  Respond, don’t react  Freedom to take the contra view  Persuasion NOT force

17. Be Ahead: Top Techniques Practice Use emotion EARLY based on what you really believe. BE IN CONTROL! Move slowly – Don’t give anything away – Summarise – Take a break Keep the seller selling!

18. Be Ahead: Top Techniques Thanks & Bank ANYTHING offered & build on this Let the other party suggest compromises Be slow to threaten Use Body Language - words 10% tone 35% body 55% Don’t conclude too quickly ‘if you are not cringing, then you have not asked for enough’

19. In Summary  Remember the 3 P’S before any negotiation  Preparation  Planning  Personal Impact (behaviour, language, style)  Make sure your internal team are aligned  Make the most of simple techniques for success  REVIEW!

20. BizSmart – Where Smart people go to surround themselves with other Smart people, to gain business success. www.biz-smart.co.uk