1. Negotiation Skills – 2nd Session

2. Business Negotiations 2: Preparation
This section introduces the concept of uncertainty – which creates the opening dilemma, the importance of preparation, and the need to be aware of the prevailing market conditions.

3. Negotiating Dilemmas
In negotiating, we don’t know what the other side will accept, and in some cases, we don’t even know our interests properly. This creates the following dilemmas:
When and how to open.
How far to move and when.
How long to hang on.

4. Doing your Research Preparation involves information gathering.
Know the market value of the deal.
Your information should be as good, if not better than the other side.
Don’t assume that the other side has this information.

5. Question 4
You are about to meet with a client who places monthly orders with your organisation. You have just become aware that one of your leading competitors has launched a 25% across the board discount as a special promotion to attract new business. Would this information fundamentally change your approach at the meeting?
Yes No

6. Solution
Option B is correct. It is not in your interest to furnish the buyer with information about the competitors discounts. You should not assume that the buyer has the same information as you – they may not be aware of this promotion.
Even if they are, they may have their own reasons for not changing supplier. However, if the buyer raises your competitors promotion as an issue, your should have prepared a contingency position.

7. Preparing for the Negotiation
2.2 Knowing the Marketplace
This section deals with gaining commercial intelligence about your leading competitors, and researching both the organisation and the individual that you’ll be negotiating with.

8. Preparing for the Negotiation
Commercial Intelligence should be gathered from as many sources as possible.
Research can turn up information that can fundamentally change a negotiating position.
Organizational and personal factors.

9. Question 5
You are preparing to negotiate the sale and support contract for some high value capital equipment. Which of the following is the single most important factor to determine at the outset?
The other side’s negotiating style.
The other side’s credit rating.

10. Solution
Option B is correct. Before committing you should establish that the other side is in a position to pay and that their credit history is satisfactory.

11. Preparing for the Negotiation
Preparation is the most important stage of negotiation.
Too often, people go badly prepared and end up giving more concessions.
Ask questions like:
What are my objectives?
What does the other side want?
What information is important?
More time spent on planning and preparation is more beneficial in getting the outcome.

12. Preparing for the Negotiation
Assessing your Objectives
What exactly do I wish to achieve from this negotiation?
Which of my following objectives:
Must I achieve?
Do I intend to achieve?
Would I like to achieve?
What options or alterations would be acceptable to me?
What are the other sides’ objectives?
How does the other side see the negotiation?

13. Preparing for the Negotiation
Information
Information is power.
In early phases, both sides spend time finding out more information.
What information do I have that the other side also has?
What information do I have that the other side does not have?
What information do I need to have before I negotiate?
What information do they need to have before they negotiate?

14. Preparing the Negotiation
Concessions
In most negotiations have to be worked out where concessions are given.
This is the area where the profitability of the outcome is decided.
Concessions have two elements: cost and value
Concede on issues which have little cost to you, but more value to the other.

15. Preparing Concessions
Determine a range of acceptable agreement terms – from least to most desirable – for each of your objectives
List and then rank the concessions you're willing to make, based on the ranges you identified
High point
Low point
Walk away point
Rank the concessions based on the objectives

16. Preparing the Negotiation
Like, Intend and Must Positions
The Best deal, like
The Acceptable deal, intend
The Worst deal, must

17. The Power Dimension
The more sources from which you can obtain what you want, the stronger your position; and fewer such options you have, the weaker your position.
Most sellers are overly concerned with the power of the buyers and the extent of competition.
Get the power dimension to work for you.
It is important that you feel confident while negotiating. This confidence comes from power.
Power is not absolute. The power balance moves with time as negotiation progresses.

18. The Power Dimension
The critical question is not who is the buyer? And who is the seller? – But who can get the power dimension to work for them.

19. Key Points
Altering the other side’s view of the power relationship can strengthen your position.
It is not an article of faith that the buyer holds the stronger negotiating position.

20. Question 6
When you turn up for a sales appointment you recognize one of your leading competitors in the reception area. Would this lead you to lower your expectations of the deal that you can secure?
Yes No

21. Solution
Option B is correct. Your preparation should make you confident about the market value of your goods and services.
Would you really expect to be the only supplier in the frame? The bottom line is that there is a deal to be done – be confident and make sure that it is you that wins the contract.

22. Planning Your Objectives
This section introduces Negotiating Range which is similar to like, must, and intend.

23. Negotiating Range
This is similar to the exercise we did earlier to Like, Acceptable, and Intended.
Ideal
Minimum
Target
Don’t forget the other side also has the same criteria.

24. Negotiating Range
Only when your target zones overlap, a settlement can take place.
Target
Minimum
Maximum
Target
Maximum
Minimum
SETTLEMENT
RANGE

25. Business Negotiations 3: Opening
This section describes briefly the nuances of opening.

26. Opening
Opening is the most important opportunity to influence the other side.
It’s always in your best interest to adopt a tough opening position.
Careful preparation is a must for this.
Opening Dilemma
If you open first, you will reveal key information.
There is an old saying in Negotiation.
“The guy to quote the dollar first usually loses.”

27. Opening Ask questions. Listen and talk less.
Think of different ways that you could put to use to get them to reveal their opening position.
Analyze the opening statement.
Identify what is non negotiable.
Use positive body language (communication, posture, facial expressions, tone of voice).
Make them speak longer, not you.

28. Opening Intelligent listening
Example: Usually, we don’t accept price cuts, under our standard terms, this is not our usual practice.
Non Negotiable items can be a powerful bargaining lever.
The Power of Silence.
If you open first, reveal less, no more.
See if their opening is credible.
Shock Opening.

29. Business Negotiations 4: Bargaining
4.1 The Bargaining Phase
This sections looks into the details of the Bargaining phase.

30. Bargaining Guidelines
Don’t talk too much yourself.
Don’t just say “No”.
Don’t overstate your case.
Don’t highlight your own shortcomings.
Don’t deny obvious weaknesses in your position.

31. Negotiating Behavior
3 types of behaviour that we can display and encounter when in a negotiating situation
RED BLUE PURPLE

32. RED Behaviour Manipulation Aggressive Intimidation Exploitation
Always seeking the best for you
No concern for person you are negotiating with
Taking
People behave in this manner when they fear exploitation by the other party, but by behaving this way to protect themselves, they provoke the behaviour they are trying to avoid.

33. BLUE Behaviour Win win approach Cooperation Trusting Pacifying
Relational
Giving
Do you cooperate (blue) or defect (red)?

34. PURPLE Behaviour Give me some of what I want (red)
I’ll give you some of what you want (blue)
Deal with people as they are not how you think they are
Good intentions
Two way exchange
Tit for tat strategies
To the red behaviourist the message is loud and clear, ‘You will get nothing from me unless and until I get something from you’.

35. Negotiation Tactics No Deal Tactic Force you to accept the worst deal
Can do better by walking away
Anchoring Tactic
Customer makes an extreme offer
Compromise is higher than seller expects
Hard bargaining
Concealing Information
Customers keep changing their stance

36. Negotiation Tactics Contd…
Making Last Minute Demands
Vulnerable to accept
The Krunch
You’ve got to do better than that
Mostly used by buyers
Boulwarism
Named after Lemuel Boulware
Ultimate offer with no revisions
Refers to “Take-it or Leave-it”

37. Types of Negotiation Distributive Integrative Positional
Involve win–lose, fixed-amount situations wherein one party’s gain is another party’s loss
Integrative
Involve joint problem solving to achieve results benefiting both parties
Positional
The more you clarify your position and defend it against attack, the more committed you become to it

38. Integrative Negotiation
Both sides work to increase the value of the solution
Goals are to:
Create as much value for yourself and the other side
Claim value for yourself
Open about information and circumstances

39. Thank You!!!