Presentation on theme: "Create a roadmap for successful negotiations. Stephen Boyle Programme Director UCD Smurfit School Phillip Matthews Director, Executive Education UCD Smurfit."— Presentation transcript:
Create a roadmap for successful negotiations. Stephen Boyle Programme Director UCD Smurfit School Phillip Matthews Director, Executive Education UCD Smurfit School
Create a roadmap for successful negotiations. Presenter: Stephen Boyle Moderator:Phillip Matthews
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
The key to success: preparation
96% of managers fail to reach “win-win” outcomes 50% fail to spot when they are in perfect agreement How good are most negotiators?
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”
Preparation Do you have a plan? Have you sized up the other party? What are the rules of the game?
The negotiation game More conflict Less conflict
The win-lose fallacy… 80% of negotiators operate under a win- lose or “fixed-pie” assumption about all negotiations
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
Effective negotiation requires two skills: Creating value Claiming value Your sliceTheir slice
Competitive negotiation skills: Tips for claiming value
Set ambitious targets
Set your limits Make sure you know your true limits… …but don’t confuse targets with limits! Best Alternative To Negotiated Agreement
Should you make the first offer? First offers can have a powerful anchoring effect in competitive bargaining situations
Don’t say yes too quickly
Collaborative negotiation skills: Tips for creating value
Why bother creating value? Your sliceTheir slice
Understand the interests Yours and theirs Don’t let your ego get in the way of your interests Put yourself in their shoes
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?
Deal with the human factor Have you addressed the “people issues”? Are you a listener or a talker?
A cautionary note Do you put the relationship at the forefront of your concerns? If so, beware!
FURTHER READING & USEFUL LINKS
QUESTIONS & ANSWERS
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) or
NEXT WEBINAR – JAN ‘10 ‘Winning with Accountability’ with Henry J Evans, author of “Winning With Accountability, The Secret Language of High Performing Organizations.”