Negotiation
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Negotiation. Purpose of negotiation. C ommunication between parties to reach an agreement to satisfy your interests or to resolve a conflict . The negotiation process. Preparation.

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Presentation Transcript

Purpose of negotiation
Purpose of negotiation

Communication between parties to reach an agreement to satisfy your interestsor to resolve a conflict.



Preparation
Preparation

  • Know who you are dealing with & their interests (do an audience analysis – power relationships, decision makers)

  • Have a strategy – know your objectives

  • Have a protocol – know what can be negotiated, what you can reveal, analyse the risks

  • Practise and rehearse

  • Have a backup plan


Positions vs interests
Positions vs interests

Positions

  • Concrete things

    Interests

  • Broader than positions

  • Needs, hopes, concerns, beliefs/values, strategic factors etc

Negotiations that deal with interests are more likely to succeed.

Know what your interests are !


Negotiating styles
Negotiating styles

  • Avoiders

  • Accommodators

  • Competeters

  • Compromisers

  • Problem solvers


Dealing with difficult people
Dealing with ‘difficult’ people

  • Bluffers

  • No authority

  • Aggressive

  • Silent

  • Interrogating

  • Hot potato

    Focus on your interests, not their positions


An effective negotiator
An effective negotiator...

  • Listens effectively

  • Communicates clearly

  • Separates personalities from problems

  • Checks & overcomes assumptions

  • Sees the bigger picture

  • Is respectful of mediators

  • Creates solutions

  • Honours commitments made


Practice your negotiation skills
Practice your negotiation skills

Negotiation is communication between parties to reach an agreement or to resolve a conflict

Be prepared and practice

Know your goal, your interests and negotiation limits

Have a back-up plan

Aim for a win-win outcome – likely to be a compromise



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