1. Negotiation Skills

2. Objectives for this Session n By the end of this session you will –Understand & Value the 5 step Negotiation Process –Have experienced using this process –Understand & value the key personal attributes needed to be a successful negotiator

3. What is Negotiation? n A process by which 2 parties seek to reach agreement through bargaining. n A win/win situation providing each party is prepared to give up something to achieve something the other party has

4. Some Examples? n Peace or war? n Restructuring an industry/ wage negotiation n Living with relatives/flat mates n Buying a car n Buying a round of drinks

5. Compare and contrast: n Length: 5 mins to 10 years? –Looped negotiations n Life or death or just for fun n One to one or team to team

6. The Negotiating Process n Step OnePrepare - What do you want? n Step TwoDebate -What do you want? n Step ThreePropose -What wants can we trade? n Step FourBargain -What wants will we trade? n Step FiveAgree

7. Step One - Prepare n Research n LIST your objectives and their objectives n Those you INTEND to get n Those you MUST get n Logistics/Time & Place

8. Step Two - Debate n Listen carefully n Ask questions n Clarify/control n Summarise n Don’t argue, interrupt or assume...BUT

9. Step Three - Propose n Make proposals n State conditions n Express concerns n Search for Common interests –Complementary or in Conflict ? n Use positive body language AND

10. Step Four - Bargain n Key words are IF and THEN n Start making concession: –Every concession should have a condition (IF you … THEN I will … ) –Conserve your concessions - don’t give everything away too soon –You don’t have to share every piece of information with the opposing side! –Don’t be afraid to say no

11. Step Five - Agree n Usually final concession : “IF you do that, THEN we have a deal!” n Gain commitment n Record and agree results n Leave satisfied

12. Tips: n Objective evidence n A stake in the ground n Walking away n Being organised n Concessions which are easy for you to give and valuable to the other side

13. The Language of Negotiation n MFP - Most Favourable Position n WAP - Walk Away Position n BATNA - Best Alternative To A Negotiated Agreement - if it can’t be n IVC - Inexpensive Valuable Concessions n TO - Time Out

14. Role Play - Some Rules n Everyone can do it n Throw yourself into the role n You never have enough information n Elaborate in the spirit of the role brief So....

15. Your negotiation: n Hotel Management n Social committee: Organisers of Christmas “do” n Prepare:15 minutes n Negotiate (including “time outs”) 30 minutes n Each side to prepare a 1 minute summary –15 minutes

16. Summary n Did you agree? n What were the key features of your agreement? n Share –One thing that went well –One thing you would do differently next time –One thing the other side did well

17. 7 Deadly Sins of Negotiating n Pride - Be prepared to compromise n Gluttony - Don’t bite off more than you can chew n Anger - Handle objections calmly n Covetousness - Prioritise needs/wants n Envy - Know competitors strengths & weaknesses… AND your own n Sloth - Do your homework n Lust - Don’t look desperate to settle

18. Summary n negotiation skills are key skills n they can be learnt n preparation is vital n be aware of your own style and performance and seek to improve