Negotiating Skills

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Negotiation Skills

Undergraduate Programme: Management Communication Skills

Negotiation Skills Course Notes
These are detailed notes. Much more than a copy of the lecture or workshop slides, they provide a detailed review of the topic with additional concepts and exercises.

© David White, Whitehorn Consulting Ltd

© David White

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Negotiation Skills

Contents
Objectives Introduction Defining Negotiation Importance of Negotiations Why do we need to negotiate? The features of a negotiation People involved Formality Contact Conflict Joint decision making Persuasion vs. negotiation 1. OBJECTIVES 2. FLEXIBILITY The 3 phase negotiating model I. Planning Phase Identify the issues Research Sources of information: Setting Objectives Smart objectives Limits and choices Researching the players Using written documents II Negotiating Phase Stages in the process Stage 1 Exploration Atmosphere of a Negotiation Environment The need for an agenda Timing Stage 2 Bidding Counter Bids 4 5 5 5 6 6 6 6 7 7 7 8 8 8 8 8 9 9 9 10 10 10 12 13 13 13 14 14 15 15 16 16 17

© David White

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Negotiation Skills
Time Out Stage 3 Bargaining Handling and communicating emotion Maintaining control Bullies Two meetings in one Dealing with argument Body Language Phrases to avoid Unskilled behaviour Skilled behaviour Moving towards a deal Trading Currencies Stage 4 Settling III Consolidation Phase Conclusions Review Bibliography 17 18 18 18 18 19 19 19 20 20 20 20 20 22 23 23 23 24

© David White

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Negotiation Skills

Objectives
After studying this course you will be able to: Identify negotiating occasions Set negotiation objectives Research the background to a negotiation Select and use trading currencies Present bids and offers Bargain and settle Consolidate agreements Manage the stress and strains of a negotiations

© David White

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Negotiation Skills

Introduction
You can’t always get what you want... But if you try some time, You might just find You’ll get what you need Jagger/Richards According to Henry Mintzberg, a ‘Negotiator’ is a key ‘decisional’ role for managers and anyone involved in working with other people.

Defining Negotiation
A negotiation is a process of two or more people/parties coming together to reach an agreement The agreement should be for mutual benefit and the aim is to find constructive and creative solutions to problems Negotiating is a delicate process that is frequently misunderstood. All parties involved will have strong, sincere reasons for the position they take. However, the very act of coming to the negotiating table is an admission that the other parties have something to offer, or requirements that they must go some way towards accepting. Any resolution of a negotiation therefore must be perceived as being of mutual benefit to all concerned. A negotiation in which only one side can claim victory should be deemed to have failed. The reason is simple – if there is a long run, the ‘losing’ party will either renege on the agreement or seek ways to gain redress in the future. The answer to what can seem insoluble at the beginning of the process is to create an environment in which - for the sake of seeking solutions - everything can be regarded as open for discussion. By this means unusual and creative solutions can be discovered.

Importance of Negotiations
Negotiation touches all aspects of a business: sales contracts, purchasing contracts, internal decision making and resource allocation, labour relations, joint ventures, licences, etc. Take place at all levels: from the individual contract to global agreements covering entire organisations The value and quality of agreements can have a critical impact on corporate performance © David White

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Negotiation Skills We tend to think of negotiation being confined to political and high-level management arenas. However, away from the media spotlight, negotiations are going on all the time and for the participants the...
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