Negotiation Skills & Tactics

Agenda
Definition Process

Planning Definition of Ground rules Clarification and Justification Closer and implementation

Negotiation Skills Negotiation Tactics 12 Principles of Negotiation

Definition
Negotiating is the art of reaching an agreement by resolving differences through creativity

Negotiation Continuum

The Pre-Negotiation Planning Phase

Decide if Subject Matter Expert involvement required Research options/issues and precedence's Understand the motivators of affected stakeholders Risk/opportunity assessments Timing issues (urgency, best time to meet, etc)

The Pre-Negotiation Planning Phase

Summarize pros and cons Cultural considerations (people and Enterprise) Formulate strategy based on knowledge of the stakeholders Set a meeting with conducive agenda, facilities, timeslot, and refreshments

The Negotiation Process

Negotiation Process (REPA)

Relate: Building a Relationship. Explore: Interest on both the side Propose: Once concrete proposal addressing all underlying interest. Agree: Compromising and Creating alternative.

Negotiation Remember
Two Elements are Essential Reasonableness and Flexibility

Defining Ground Rules

Those that are desirable Those that are acceptable Those that are the minimum you/the organisation require

Clarification and Justification

When- Timing What - Process Why - Understanding How - Approach

Bargaining and Problem solving

Essence of Negotiation Process Process of Exchange

Closure and Implementation

A win/lose A lose /lose. A win/win

Negotiation skills
Skilful listening to improve understanding
Assertion skills Influence by using interpersonal skills

Listening

The aim is empathy a non-judgmental state that aims to understand the other person. Discussion- Is more about listening

Assertiveness
Saying what you mean Meaning what you say Asking for what you want clearly Being honest about what is relevant Being prepared to look for a workable compromise

Recognizing Assertiveness

Effective body language how would you describe this? Use assertive language what is considered assertive language?

Responding Not Reacting

Never become emotional Angry Resentful Frustrated Behaviour breeds behaviour Keep the temperature low Stay detached Show respect

Handling Emotions
Emotional Challenges
Anger/exasperation Insulted Guilt False flattery

Recommended Response
Allow venting. Probe for why What wouldnt be insulting? Focus on issues Re-focus

Tips: Dont lose your cool. Try to defuse with acknowledgement, empathy, patience, impartiality. Consider dealing with less emotional issues first Know your own Hot Buttons Practice (consider Toastmasters, etc)

Know Your Hot Buttons

Exercise: List the last 3 times you felt someone pressed your Hot Button.
Subject discussed Who pushed your buttons? Why did you feel manipulated? Next time I will..

Interpersonal skill

Interpersonal skill

Facts The skilled negotiator has all the facts , background history and figures. Even a hardened MD cannot fail to be impressed. Expertise Again gained by effective preparation. Explore Pose questions in a non threatening manner. How do we find this solution together. Strengthen Develop acceptance and trust . Find & implement outcomes that are of interest to both parties.

Authority it is vital that both parties have the authority to make the outcome happen

Negotiation Tactics
Good Cop : Bad Cop Surprise and Shock tactics. Silence. Trial Balloon. Low Balling/ Bait and Switch.

Negotiation Tactics
Outrageous Behavior. ACC (Acknowledge, Counter, Close). Strike Back Break off.

Understanding Key Motivators

Typical tangible motivators: Fiscal impacts Workload/Overtime/training/vacation impact Contractual/Organizational issues, etc

Less Tangible: Desire to be heard and have their needs acknowledged Desire to save face/look good in the eyes of others Desire to satisfy their own or bosses hidden agenda Biases, dislikes, ethnic customs, political alliances, etc TIP: Learn to read body language

12 Principles of Negotiation

Bargain for win-win agreeable outcome. Never Neglect preparation. Show Mutual Respect Negotiation is not debate, a discussion. Patience is the key ,delay is better than break off. Empathy is vital

12 Principles of Negotiation
Understand all objectives. Avoid confrontation. Aim High, Settle High. Maintain stamina Never Underestimate. End Positively.