1. Negotiation Skills Mike Phillips Training Quality Manager 020 7391 4857 mphillips@dsc.org.uk

2. Objectives By the end of the session participants will be able to: –Define negotiation and describe the 5 main negotiation styles –Explain the main stages of the negotiation process –Be aware of strategies and tactics for negotiation

3. Ground Rules Safe place to share ideas and experiences Confidentiality Don’t assume No such thing as a silly question Session is interactive – you are the ones that will make it a success

4. When are we negotiating?

5. Definition & Principles Team 1 Define the word ‘negotiation’ Team 2 Make a list of the principles behind negotiation Team 3 List the potential fears and implications for the negotiation process

6. Negotiation Is A dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants. –We all negotiate, all of the time –These negotiations can be about anything –Negotiation is the most effective way of resolving conflict and securing agreement –A two way discussion to agree terms –Conferring for the purpose of mutual agreement –A process of discussion aimed at reaching agreement –Establishing consensus amongst two or more parties

7. All negotiations: –Involve people – as individuals, representatives, singly or in groups –Involve conflict –Use bargaining or bartering –Almost always involve face-to-face contact –Are about the future –Arrive at a jointly taken decision

8. Negotiation Skills What makes an effective negotiator? Get results and get them when and where needed Adaptable Don’t bargain over positions Focus on interests and needs not positions Build relationships Separate the people from the problems –Face the problem not the person Are concrete Use fair procedures Communicate Effectively

9. Negotiating Skills Interpersonal process Can be affected by factors beneath the surface: –Emotions –Attitudes –Motives

10. ACCOMODATE Build friendly relationship Characteristics: Promote harmony Avoid substantive differences Give into pressure to save relationship Place relationship above fairness of the outcomes Negotiation Styles CONCERN FOR RELATIONSHIP CONCERN FOR SUBSTANCE LOW HIGH COLLABORATE Problem solved creatively, aiming for win-win Characteristics: Search for common interests Problem-solving behaviours Recognising both parties’ needs Synergistic solutions Win-win becomes the main purpose of the negotiator HIGH AVOID Take whatever you can get/Inaction Characteristics: Feeling of powerlessness Indifference to the result Resignation, surrender Take what the other party is willing to concede Withdraw & remove = behaviour of negotiator DEFEAT Be a winner at any cost/Competitive Characteristics: Win-Lose competition Pressure/Intimidation Adversarial relationships Defeating the other becomes a goal for the negotiator COMPROMISE Split the difference Characteristics: Meeting half way Look for trade offs Accept half-way measures Aims to reduce conflict rather than problem solve synergistically Source: Rollin & Christine Glaser

11. Win/win An outcome in which both parties benefit from the negotiation. A win/win approach is one where one party is making it clear to the other that mutual benefit is possible from continued negotiation.

12. Negotiator Nigel

13. Negotiation Process Preparation Opening Bargaining Closing

14. Preparation - Early Steps You –Objectives/Strategy/ Tactics/Roles Them Identify: LIMits What are the strengths of both positions? What are the weaknesses of both positions? What are the benefits to both sides? What are the potential negative consequences to both sides?

15. ESP

16. Opening Both sides present positions Most important opportunity to influence the other side Active Listening Skills –Body language –Intelligent Listening Non-negotiable items = flexibility

17. Bargaining Explore Key Commitments Summarise Arguments and Seek Acceptance Look for Signals of Possible Movement Identify and Highlight Common Ground –Current & Potential

18. Closing Be Prepared to Concede Begin with those of Low Priority and seek High Priority Items Never Concede on More than possible by your Brief Use your Concessions Wisely Don’t just give these away expect and receive something in return

19. Reviewing Your Negotiations With a partner discuss a negotiation you had recently and try to recollect the phases you when through. –Use the Negotiation Phases Handout for the questions to consider

20. The Art of Listening

21. Challenges & Obstacles List all the possible challenges & obstacles to a win- win negotiation Ideas to tackle them

22. “Win-win is an attitude, not an outcome” Dan Boyd