Negotiating and Influencing for Results

WELCOME TO:

Negotiating

and influencing for results

A L S

D

E

I

Andrew Brough Senior Learning Consultant

© Transnational Management Associates Ltd. 2011. [HP NIR] 2

e-introduction: Andy Brough

Professional experience: Negotiation Skills Coach, Broadcast professional, lecturer, Member of the Global Speakers Federation, Chartered Marketer, Ph.D Candidate

Favourite Quote: “The growth and development of people is the highest calling of leadership.” Harvey S. Firestone

Favourite Book: Outliers – Malcolm Gladwell

What really motivates me: Any opportunity to encourage my family

What really annoys me: Stereotyping

My definition of success: Equipping for Excellence

Andy Brough


Definitions

Negotiating is…

An attempt by two or more parties to reach a durable agreement on complex issues under the following conditions:

• Limited resource

• Differing expectations

• Conflict and agreement exist simultaneously


Definitions

Influencing is…

• effectively using sources of power and persuasion strategies to achieve desired results within a given (e.g. negotiating) context.


A Adaptive

Communication

L Look for Options

S Secure the

Deal

I D E A L S Framework

D Diagnose

E Employing Strategy

I Inner Voice

Inner Voice – the personal drivers behind preferred approach to negotiating and influencing

Diagnose – research, plan and prepare for successful negotiation

Employing Strategy – explore needs, establish common ground and configure opening offers

Adaptive Communication – questioning, listening and influencing skills in the context of global business negotiation

Look for Options – enlarge the scope of the deal, create value and apply creativity to the negotiation process

Secure the Deal – conclude agreements with proper care for successful implementation


Competing

Win at any cost

Collaborating

Creatively solve problems so both

win

Avoiding

Take whatever you can get

Accommodating

Build friendly relationships

Compromising

Split the difference

High

Low

Low High

Concern for relationship

Con

cern

for o

utc

om

e Competing Collaborating

Avoiding Accommodating

Compromising

1- Negotiation Styles


1- Negotiation Styles: Internal and External Power

Where does power come from?

Power is… Negative? Positive?

1.0


1- Negotiation Style: Internal and External Power

Legal

Political

Timeframe

Financial / Economic

Mandate and Authorization

Cultural

Personal Power

Knowledge

Perception / Attribution

Preparation

Network (who knows how to…)

Cultural Intelligence

Social skills (style)

Soft and hard skills (capabilities)

Positional Power

Authorization

Information

Access to resources

Internal – more control over External – less control over


1 – Negotiation Process

Using conditional offers and options to build the deal

Explore Narrow / Qualify

Fact Finding / Open Questions – identifying interests

Making and responding to offers

Closed questions -Yes/No


2 - A Process for Diagnosing a Negotiation

ANALYZE PLAYERS

& PERCEPTIONS

UNDERSTAND

CONTEXT

ESTABLISH TARGETS

(priorities)

IDENTIFY SCOPE

(Beyond the deal)

Who?

Where?

What?

Impact?


3 - Principled Negotiation

When each side understands the other’s interests it is possible to create alternatives that are mutually beneficial.

How?

Separate the people from the problem

Focus on interests, not positions

Look for options for mutual gain

Objective criteria and data

BATNA for negotiation

3.0


Common ground Different Needs / Interests

Different Needs / Interests

Opportunity

Goodwill Positive

3 – Integrative Negotiation: Setting Expectations


3 - How to Approach Influencing: Implement

• Treat your meeting as a negotiation

• Use a collaborative approach

• Ask questions to facilitate consideration

• Clarify that the change is being made for the good of all

• Check on agreement with need

• Consider reasonable requests for tailoring the solution

• Avoid emotionality

4.0


Contact us at [email protected]

or Andy directly at [email protected]

Get in touch!

Please visit our website

www.tmaworld.com

TMA World is a leader in developing talent for the global workplace.

Thank you for your participation

mailto:[email protected]




TMA World is a leader in developing talent for the global workplace. Across 50 countries we apply a blend of experiential workshops and e-learning methodologies to enable individuals at all levels to lead and collaborate across distances and difference:

Develop leaders - who possess appropriate global mindsets and competencies

Engage global teams - to collaborate seamlessly and support international growth

Achieve consistency - across cultures, methodologies and management

Harmonize cross-border relationships - both internally and externally

Unify your people - to enable the free flow of ideas and skills globally

To find out more about how we can help you address your learning and development challenges, please contact us at [email protected] or visit our website www.tmaworld.com

London New York San Francisco Hong Kong Singapore Bangalore Moscow

About TMA World


TMA World Publications

Written by Terence Brake, President, TMA World-Americas

Where In The World Is My Team? Making a success of your virtual global workplace

‘Where In The World Is My Team? Making a success of your virtual global workplace’ addresses the issues of ‘Sanity, Survival and Success in Global Teams’. Tools, theories and concepts are introduced to help businesspeople working internationally to understand and develop the competencies required to manage and lead global teams.

The Global Leader: Critical Factors For Creating The World Class Organization

Globalization may have become a cliché, but that doesn’t make it any less real or any easier to achieve and sustain. Global competitiveness requires continuous attention to core capabilities. ‘The Global Leader’ addresses one of the most critical capabilities needed for winning in this new business environment: a company’s ability to develop global leaders throughout its organization.

Managing Globally

‘Managing Globally’ is a practical, self-help guide to help you develop key management skills for working with other cultures. Packed with essential tips and advice you will learn how to adapt to different working practices, from overcoming language barriers, making presentations and carrying out negotiations to working in global teams and managing conflict.

Manager's Handbook

A comprehensive guide to learning key management skills, understanding core business concepts, and planning a successful career, ‘Manager's Handbook’ is both an introduction for new managers and an up-to-date reference for experienced managers and those working in new businesses.

THE FUTURE OF VIRTUAL TEAMWORK & COLLABORATION

The work revolution is here and now! This blog builds on the work of my new book - Where in the World is My Team? by discussing the latest thinking on virtual teamwork and collaboration. Enjoy!

http://virtualteamwork.blogspot.com

Date post:	24-Jan-2015
Category:	Education
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Negotiating and Influencing for Results

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