Negotiation Skills
Mike Phillips
Training Quality Manager
020 7391 4857
[email protected]
Objectives
By the end of the session participants
will be able to:
– Define negotiation and describe the 5
main negotiation styles
– Explain the main stages of the
negotiation process
– Be aware of strategies and tactics for
negotiation
Ground Rules
• Safe place to share ideas and
experiences
• Confidentiality
• Don’t assume
• No such thing as a silly question
• Session is interactive – you are the ones
that will make it a success
When are we negotiating?
Definition & Principles
Team 1
Define the word ‘negotiation’
Team 2
Make a list of the principles behind negotiation
Team 3
List the potential fears and implications for the negotiation process
Negotiation Is
• A dialogue between two or more parties, with
the intent of coming to a mutually agreed
solution, because each party has something the
other wants.
– We all negotiate, all of the time
– These negotiations can be about anything
– Negotiation is the most effective way of resolving
conflict and securing agreement
– A two way discussion to agree terms
– Conferring for the purpose of mutual agreement
– A process of discussion aimed at reaching agreement
– Establishing consensus amongst two or more parties
• All negotiations:
– Involve people – as individuals, representatives,
singly or in groups
– Involve conflict
– Use bargaining or bartering
– Almost always involve face-to-face contact
– Are about the future
– Arrive at a jointly taken decision
Negotiation Skills
• What makes an effective
negotiator?
• Get results and get them
when and where needed
• Adaptable
• Don’t bargain over
positions
• Focus on interests and
needs not positions
• Build relationships
• Separate the people from
the problems
– Face the problem not
the person
• Are concrete
• Use fair procedures
• Communicate Effectively
Negotiating Skills
• Interpersonal
process
• Can be affected
by factors
beneath the
surface:
– Emotions
– Attitudes
– Motives
Negotiation Styles
HIGH
COLLABORATE
ACCOMODATE
Problem solved creatively, aiming for
win-win
Build friendly relationship
Characteristics:
Characteristics:
Search for common interests
CONCERN FOR RELATIONSHIP
Promote harmony
Problem-solving behaviours
Avoid substantive differences
Give into pressure to save relationship
Place relationship above fairness of
the outcomes
Recognising both parties’ needs
COMPROMISE
Split the difference
Synergistic solutions
Win-win becomes the main purpose of
the negotiator
Characteristics:
Meeting half way
AVOID
Take whatever you can get/Inaction
Characteristics:
Feeling of powerlessness
Look for trade offs
Accept half-way measures
Aims to reduce conflict rather than problem
solve synergistically
Indifference to the result
DEFEAT
Be a winner at any cost/Competitive
Characteristics:
Win-Lose competition
Pressure/Intimidation
Resignation, surrender
Adversarial relationships
Take what the other party is willing to
concede
Defeating the other becomes a goal for
the negotiator
Withdraw & remove = behaviour of
negotiator
CONCERN FOR SUBSTANCE
LOW
HIGH
Source: Rollin & Christine Glaser
Win/win
• An outcome in which both parties
benefit from the negotiation. A
win/win approach is one where one
party is making it clear to the other
that mutual benefit is possible from
continued negotiation.
Negotiator Nigel
Negotiation Process
Closing
Bargaining
Preparation
Opening
Preparation - Early Steps
• You
– Objectives/Strategy/
Tactics/Roles
• Them
• Identify: LIMits
• What are the
strengths of both
positions?
• What are the
weaknesses of both
positions?
• What are the
benefits to both
sides?
• What are the
potential negative
consequences to
both sides?
ESP
Opening
• Both sides present
positions
• Most important
opportunity to
influence the other
side
• Active Listening
Skills
– Body language
– Intelligent Listening
• Non-negotiable items
= flexibility
Bargaining
• Explore Key
Commitments
• Summarise
Arguments and Seek
Acceptance
• Look for Signals of
Possible Movement
• Identify and Highlight
Common Ground
– Current & Potential
Closing
• Be Prepared to Concede
• Begin with those of Low
Priority and seek High
Priority Items
• Never Concede on More
than possible by your
Brief
• Use your Concessions
Wisely
• Don’t just give these
away expect and receive
something in return
Reviewing Your Negotiations
• With a partner discuss a negotiation
you had recently and try to recollect
the phases you when through.
– Use the Negotiation Phases Handout
for the questions to consider
The Art of Listening
Challenges & Obstacles
• List all the possible
challenges &
obstacles to a winwin negotiation
• Ideas to tackle them
“Win-win is an attitude,
not an outcome”
Dan Boyd