Negotiating to Win-Win
Presented by:
Sheila Baker
Managing Director
Gold Seal
Definition
“Negotiation involves parties with perceived
conflicting interests, working towards an
understanding or solution as to how they can
best resolve their differences”
“Negotiation: Strategy, Style, Skills” (Alexander and Howieson, 2010)
Examples of Negotiation
Negotiation occurs in international affairs, in
the legal system, government, and industrial
disputes as well as domestic situations
and workplaces.
WIN-WIN Philosophy
Successful negotiations end with something both
parties need.
WIN-WIN negotiating is good business.
Getting to Yes
Negotiation should run according to 3
criteria:
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produce a wise agreement
be efficient
improve, or at least not damage, the relationship
Getting To Yes by Fisher and Ury 1981
Getting to Yes
A “wise” agreement: one that meets the
legitimate interests of each side as far possible;
resolves conflicting interests fairly; is durable and
takes community interests into account.
Getting To Yes by Fisher and Ury 1981
Communication Skills
Communication Skills
During stressful situations, we revert to our
natural behaviours.
Skilled negotiators are self-aware:

“you are not your behaviour”
Communication Skills

How do you rate yourself on compromising /
negotiating behaviour?
Assertive Communication Skills
Demonstrate a
belief in equality
Be proactive not passive
Remain calm, rational, objective
Seek the other point of view through questioning
Focus on the problem not the person
Manage the ‘issue’
Frame the communication as a challenge not a problem
Use “I” statements
Communication Skills
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Questioning Skills
Listening Skills
Questions
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Map the Territory
Use assertive ‘I’ statements
Use a time out strategy
Work through some win-win options
Question final accountability
Stages in a Negotiation
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Planning
Body of Discussion
Closing
Stages in a Negotiation - Planning
Be information rich – ensure you know as much
as is humanly possible to know before you enter
into the negotiation.
Stages in a Negotiation - Planning
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Define clearly what you will be negotiating about
Divide the negotiation into issues
List your maximum and minimum position
Rank in order of priority
Anticipate the other party’s positions
What assumptions are you making?
Decide your agenda
Specify your objective
Stages in a Negotiation - Execution
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Opening
General
Closing
Execution - Opening
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Share your goals and objectives
Learn their goals and objectives
Aim for mutual cooperation and trust
Make initial concession
Execution - General
Body of Discussion
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Be prepared to move from one issue to
another
Never lose sight of the overall package
Judicious use of questions
Execution - General
Negotiating tools:
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Humour
Summarising
Breaking deadlocks
Allowing enough time
Limit the reasons why
Don’t lose your cool
Be yourself
Silence
Execution - Closing
Verbal/Non
– Verbal indication
Closing question – natural and sincere
 Require a reply and avoid pressure
Closing Questions
Choice
“which
one do you like better, plan ‘a’ or plan ‘b’?
Assumption
“I’ll help you complete the order form”
Closing Questions
Reason to act now
“I’m
not sure we have any left, shall I check with my
office?”
Minor Point
“What day of the week would you prefer to start
the installation”.
Closing
End on a positive note, regardless of the
outcome and remember:
‘successful negotiations are measured by their
consequences and not the elegance of their
game plan.’
Getting to Yes
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It is just as inappropriate to ask a negotiator "who's winning?"
as to ask "who's winning?" in a marriage.
Negotiating is getting what you deserve and being decent.
Never give in for the purpose of trying to improve a
relationship.
Don't measure success by how far the other party has moved.
JFK: "let us never negotiate out of fear. But let us never fear to
negotiate
Getting To Yes by Fisher and Ury 1981