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Negotiation - PowerPoint PPT Presentation


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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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