Description
This is a presentation of Effective Negotiation skills
Effective Negotiation Skills
Definition Why do we Negotiate? Game During the Negotiations & Follow Up Most common Negotiation Errors Attributes of Effective Negotiation Phases and Skills of Negotiation Role Play Pre Negotiation Checklist Review & Reflect Outcomes
Thank You«««
DEFINITION
Negotiation is a process of discussing a problem face to face in order to reach a goal.
To reach an Agreement. To maintain or strengthen the relationship. There seems to be no alternative. Variety of reasons depending on the situation. To get the best deal possible.
DO·s«««.
Adopt cooperative tactics. Make full use of four ´Pµ. View negotiation as an opportunity. Search for common goals, interests, needs. Project confidence, credibility and professionalism. Give explanations when rejecting an offer. Use Competitive approach as & when required. Know when to listen, ask well conceived questions. Rewarding relationship that is mutually beneficial over the long run. Keep Personalities out of the Negotiations, concentrate on the problem.
Don·t«.
Underestimate the other side. Make Promises you cannot live up to. Rush into hasty decisions and calculations. Make your moves based on assumptions. Reject offers without asking more questions. Accept an offer at the first stage of Negotiation. Change the price unless you change the pricing package. Make too many concessions in the early stage of negotiation. Make final best or non ²negotiable statements in the early stage of Negotiations.
Do·s««««« Deliver what has been agreed to. Maintain regular contact with the other side. Consider re-negotiation in case of unexpected events. Follow up complaints and seek mutually agreeable solutions. Don·t«««« Take a rigid stance concerning any required re-negotiation. Consider your involvement finished after the agreement has been signed.
Unclear Objective. Unskillful use of negotiating power. Hasty calculations and decision ²making. Inadequate knowledge of the other side·s goals. Incorrectly viewing the other party as an opponent. Insufficient attention to the other party·s concerns. Non existence of a strategy for making concessions. Too few alternatives and options prepared beforehand. Poor sense of timing for closing the negotiations. Lack of understanding of the other side·s decision making process.
Build Trust. Build a relationship. Be objective. Use empathy. Never assume. Use Pauses (to sum up progress). Be flexible, be generous. Listen more than talk. Understand them and their expectations.
Make I statement not YOU. Be modest, play yourself down. Manage expectation of the other party. Review: summarize (to buy time). Invite Opponent·s criticism. Ask Questions. Educate yourself about their needs. Distinguish between the person & his behavior.
For a negotiation to be successful, resulting in agreements to which people feel committed, we need to take account o the range of people·s needs. These needs will be both tangible and intangible.
Success in Negotiation is 80% Preparation and 20% Interaction
Close
Agreement, Action, timeframe, Review
Interaction
Build Rapport, Education, Generate options, Select Options
Preparation
Map, Research, Outcome, Environment
SUBSTANTIVE
Substantive needs refer to tangible needs for money, time, goods, resources, territory, products etc. Procedural needs are those that relate to specific types of procedures and behaviors, ´the way something is doneµ. Psychological/Relationship needs are those that refer to how people feel, how they want to be treated and the conditions for the on-going relationship. Concern for all those needs provides us with a Win/Win framework for the negotiation.
The entire Negotiation proceeding through three phases. Phase 1: PREPARATION Phase 2: INTERACTION
Map Research Become clear on outcomes Prepare Environment Build Rapport Educate on Needs & perspective Generate Options Select Options
Phase 3: CLOSE
Form Agreements Develop Action Plan Set Timeframe Plan Review
FACTORS
YOU
OTHER PARTY
YOUR COMPETITORS
What are the objectives of the Negotiations? What are the main issues to be included in the agenda? What are the main Strengths? What are the main weaknesses? Who has the strong bargaining power? What concessions may be made, and how? What are the max and min limits of concessions? What items are negotiable? What are the expected offers requiring counterproposals? What will be strategy and tactics?
If it was win-win, what helped it to be so & if it was not, Why not? What did I do which helped towards a positive conclusion? Which areas of preparation worked well and which did not? What other active listening techniques could I have used? What other questions could I have asked? Which are of background did I feel weak On? Which other strategies, tactics or techniques could I have used?
What went well? What went badly wrong? What would l have like to do better? Did things go as planned? How satisfactory was the outcome? How much of my original outcome did I achieve? Was it a Win-Win negotiation?
7 BASIC OUTCOMES
Synergetic Win-Win Single Win Lose-Win Win-Lose Lose-Lose Surrender
THANK YOU
doc_645701314.ppt
This is a presentation of Effective Negotiation skills
Effective Negotiation Skills
Definition Why do we Negotiate? Game During the Negotiations & Follow Up Most common Negotiation Errors Attributes of Effective Negotiation Phases and Skills of Negotiation Role Play Pre Negotiation Checklist Review & Reflect Outcomes
Thank You«««
DEFINITION
Negotiation is a process of discussing a problem face to face in order to reach a goal.
To reach an Agreement. To maintain or strengthen the relationship. There seems to be no alternative. Variety of reasons depending on the situation. To get the best deal possible.
DO·s«««.
Adopt cooperative tactics. Make full use of four ´Pµ. View negotiation as an opportunity. Search for common goals, interests, needs. Project confidence, credibility and professionalism. Give explanations when rejecting an offer. Use Competitive approach as & when required. Know when to listen, ask well conceived questions. Rewarding relationship that is mutually beneficial over the long run. Keep Personalities out of the Negotiations, concentrate on the problem.
Don·t«.
Underestimate the other side. Make Promises you cannot live up to. Rush into hasty decisions and calculations. Make your moves based on assumptions. Reject offers without asking more questions. Accept an offer at the first stage of Negotiation. Change the price unless you change the pricing package. Make too many concessions in the early stage of negotiation. Make final best or non ²negotiable statements in the early stage of Negotiations.
Do·s««««« Deliver what has been agreed to. Maintain regular contact with the other side. Consider re-negotiation in case of unexpected events. Follow up complaints and seek mutually agreeable solutions. Don·t«««« Take a rigid stance concerning any required re-negotiation. Consider your involvement finished after the agreement has been signed.
Unclear Objective. Unskillful use of negotiating power. Hasty calculations and decision ²making. Inadequate knowledge of the other side·s goals. Incorrectly viewing the other party as an opponent. Insufficient attention to the other party·s concerns. Non existence of a strategy for making concessions. Too few alternatives and options prepared beforehand. Poor sense of timing for closing the negotiations. Lack of understanding of the other side·s decision making process.
Build Trust. Build a relationship. Be objective. Use empathy. Never assume. Use Pauses (to sum up progress). Be flexible, be generous. Listen more than talk. Understand them and their expectations.
Make I statement not YOU. Be modest, play yourself down. Manage expectation of the other party. Review: summarize (to buy time). Invite Opponent·s criticism. Ask Questions. Educate yourself about their needs. Distinguish between the person & his behavior.
For a negotiation to be successful, resulting in agreements to which people feel committed, we need to take account o the range of people·s needs. These needs will be both tangible and intangible.
Success in Negotiation is 80% Preparation and 20% Interaction
Close
Agreement, Action, timeframe, Review
Interaction
Build Rapport, Education, Generate options, Select Options
Preparation
Map, Research, Outcome, Environment
SUBSTANTIVE
Substantive needs refer to tangible needs for money, time, goods, resources, territory, products etc. Procedural needs are those that relate to specific types of procedures and behaviors, ´the way something is doneµ. Psychological/Relationship needs are those that refer to how people feel, how they want to be treated and the conditions for the on-going relationship. Concern for all those needs provides us with a Win/Win framework for the negotiation.
The entire Negotiation proceeding through three phases. Phase 1: PREPARATION Phase 2: INTERACTION
Map Research Become clear on outcomes Prepare Environment Build Rapport Educate on Needs & perspective Generate Options Select Options
Phase 3: CLOSE
Form Agreements Develop Action Plan Set Timeframe Plan Review
FACTORS
YOU
OTHER PARTY
YOUR COMPETITORS
What are the objectives of the Negotiations? What are the main issues to be included in the agenda? What are the main Strengths? What are the main weaknesses? Who has the strong bargaining power? What concessions may be made, and how? What are the max and min limits of concessions? What items are negotiable? What are the expected offers requiring counterproposals? What will be strategy and tactics?
If it was win-win, what helped it to be so & if it was not, Why not? What did I do which helped towards a positive conclusion? Which areas of preparation worked well and which did not? What other active listening techniques could I have used? What other questions could I have asked? Which are of background did I feel weak On? Which other strategies, tactics or techniques could I have used?
What went well? What went badly wrong? What would l have like to do better? Did things go as planned? How satisfactory was the outcome? How much of my original outcome did I achieve? Was it a Win-Win negotiation?
7 BASIC OUTCOMES
Synergetic Win-Win Single Win Lose-Win Win-Lose Lose-Lose Surrender
THANK YOU
doc_645701314.ppt