Beruflich Dokumente
Kultur Dokumente
Jon Boyes
Negotiation Skills
Learning outcomes
Define what is meant by negotiation and apply that to a number of different contexts Identify factors that can determine the outcome of a negotiation Plan a strategy for successful negotiation Understand the principle of win-win negotiations
Negotiation Skills
!hat is negotiation"
Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue !t is persuasive communication or "argaining Negotiation is about getting the best possible deal in the best possible way.
Negotiation Skills
#ypes of negotiation
Distributi$e %win-lose& Integrati$e %win-win& Benefits of win-win
Negotiation Skills
Negotiation Skills
Planning to negotiate
'stablish your ob(ecti$es 'stablish other party s ob(ecti$es )rame negotiation as a (oint search for a solution Identify areas of agreement #rouble shoot disagreements* bargain + see, alternati$e solutions- introduce trade offs .greement and close* summarise and ensure acceptance
Negotiation Skills
Negotiation Skills
Negotiation Skills
Negotiation Skills
#ips
.im high to begin with 4 easier to lose ground than gain /i$e concessions reluctantly Brea, down complex deals Language*
-ealing with stone-walls+ what would need to happen for you to be willing to negotiate over this?
Negotiation Skills
Learning outcomes
Define what is meant by negotiation and apply that to a number of different contexts Identify factors that can determine the outcome of a negotiation Plan a strategy for successful negotiation Understand the principle of win-win negotiations
Negotiation Skills
Jon Boyes