Comm Skills
Negotiating Skills
To provide you with the skills to plan & implement successful negotiation
At the end of the course you will appreciate how to: • Establish objectives to be achieved by negotiation. • Identify a range of outcomes from the desired ideal to the ultimate acceptable fall back position. • Use interpersonal skills to influence others in both informal and formal situations to achieve your objectives.
Negotiating Skills
• Act assertively to achieve objectives • Reduce resistance & minimise conflict • Know how & when to accept the opinions, values & will of others • Work to achieve a WIN-WIN situation
Negotiating Skills
Negotiation occurs when there is something of value that you wish to attain • Need is the negotiators starting point • Need is also the weakness that can be exploited • Negotiation is also a process that is of benefit to all parties
Negotiating Skills Ineffective Negotiation is about:
• Non mutual benefit • Compromising for no return • Playing games Think of a time when a negotiation has not been successful. Can you identify what went wrong?
When you have purchased a house or a car – Did you negotiate terms?
Were you successful?
Negotiating Skills Effective Negotiation
• Is an important communication skill • Reaches the agreement that best meets both sides requirements • Should be conducted in a professional manner • Be a solid foundation on which to build future relationships
Negotiating Skills
Preparing yourself
Preparation enables you to :
• • • • • • Identify your objectives Identify targets Know your resistance point Adopt the most suitable style Time the interaction correctly Achieve a deal
Negotiating Skills
Traditional Negotiation
Has two sides Has opposing objectives Is a form of warfare Has a short sighted approach
Formal Negotiation
Favours the party with the strongest power base Limits the likelihood of informal talks Emphasises the letter of agreement
Informal Negotiation
To provide you with the skills to plan & implement successful negotiation
At the end of the course you will appreciate how to: • Establish objectives to be achieved by negotiation. • Identify a range of outcomes from the desired ideal to the ultimate acceptable fall back position. • Use interpersonal skills to influence others in both informal and formal situations to achieve your objectives.
Negotiating Skills
• Act assertively to achieve objectives • Reduce resistance & minimise conflict • Know how & when to accept the opinions, values & will of others • Work to achieve a WIN-WIN situation
Negotiating Skills
Negotiation occurs when there is something of value that you wish to attain • Need is the negotiators starting point • Need is also the weakness that can be exploited • Negotiation is also a process that is of benefit to all parties
Negotiating Skills Ineffective Negotiation is about:
• Non mutual benefit • Compromising for no return • Playing games Think of a time when a negotiation has not been successful. Can you identify what went wrong?
When you have purchased a house or a car – Did you negotiate terms?
Were you successful?
Negotiating Skills Effective Negotiation
• Is an important communication skill • Reaches the agreement that best meets both sides requirements • Should be conducted in a professional manner • Be a solid foundation on which to build future relationships
Negotiating Skills
Preparing yourself
Preparation enables you to :
• • • • • • Identify your objectives Identify targets Know your resistance point Adopt the most suitable style Time the interaction correctly Achieve a deal
Negotiating Skills
Traditional Negotiation
Has two sides Has opposing objectives Is a form of warfare Has a short sighted approach
Formal Negotiation
Favours the party with the strongest power base Limits the likelihood of informal talks Emphasises the letter of agreement
Informal Negotiation