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| Negotiation Skills
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| Introduction |
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You Negotiate Everyday – Anytime You Want Something From Someone And Anytime Someone Wants Something From You, You Are Negotiating.Negotiation is a skill we all subconsciously use throughout the day in both work and social situations. It is a process of bargaining during which two or more parties agree an outcome. But, in this instance, the intention is to look at “bigger picture” or “set piece” negotiations.
Negotiation is a complex communication process. There are two types of negotiation process that differ fundamentally in their approach:
the first is co-operative, or win/win these are characterised by open and empathetic communication and can be referred to as partnership agreements
the second is adversarial or win/lose in these each party attempts to maximise their gain and the other’s loss and agreements so produced are usually unstable.
You really should be striving towards a win/win outcome and this may well require some flexibility in your approach. You need to keep a positive attitude, be reasonable and want a successful outcome.
"The first offer is never the final offer.” Edward Levin
When negotiating use an agenda to keep the focus on your goals and the discussions on track; pay attention to detail – negotiations depend on clear communication as misunderstandings are potential time-bombs.
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| Steps of negotiation skills |
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Step one - Prepare What do you want?
Research
LIST your objectives and their objectives
Those you INTEND to get
Those you MUST get
Step Two - Debate What do you want?
Listen carefully
Ask questions
Clarify
Summarise
Don’t argue, interrupt or assume
Step Three -Propose What wants can we trade?
Make proposals
State conditions
Express concerns
Search for common interests
Use positive body language
Step Four- Bargain What wants can we trade?
Key words are IF and THEN
Start making concession:
Every concession should have a condition (IF you … THEN I will … )
Conserve your concessions - don’t give everything away too soon
You don’t have to share every piece of information with the opposing side!
Don’t be afraid to say no
Step Five Agree
Usually final concession : “IF you do that, THEN we have a deal!”
Gain commitment
Record and agree results
Leave satisfied
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| Negotiation style |
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Pragmatic (Street Fighter)
Bottom Line
Straight To The Facts
Time Conscious
Active
Likes To Be In Charge
Extrovert (Den Mother)
Emotional
Easily Motivated
Friendly
Excitable
Amiable (Pacifier)
Loves People
No Sense Of Time
Analytical (Executive)
Thorough
Analyzes
Seeks Root Causes
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