Negotiation Skills

Mike Phillips

Training Quality Manager

020 7391 4857

mphillips@dsc.org.uk

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 1Define the word ‘negotiation’

Team 2Make a list of the principles behind negotiation

Team 3List 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

ACCOMODATE

Build friendly relationship

Characteristics:

Promote harmony

Avoid substantive differences

Give into pressure to save relationship

Place relationship above fairness of

the outcomes

Negotiation Styles

CO

NC

ER

N F

OR

RE

LA

TIO

NS

HIP

CONCERN FOR SUBSTANCE

LOW

HIGHCOLLABORATE

Problem solved creatively, aiming for win-win

Characteristics:

Search for common interests

Problem-solving behaviours

Recognising both parties’ needs

Synergistic solutions

Win-win becomes the main purpose of the negotiator

HIGH

AVOIDTake whatever you can get/Inaction

Characteristics:

Feeling of powerlessness

Indifference to the result

Resignation, surrender

Take what the other party is willing to concede

Withdraw & remove = behaviour of negotiator

DEFEAT

Be a winner at any cost/Competitive

Characteristics:

Win-Lose competition

Pressure/Intimidation

Adversarial relationships

Defeating the other becomes a goal for the negotiator

COMPROMISE

Split the difference

Characteristics:

Meeting half way

Look for trade offs

Accept half-way measures

Aims to reduce conflict rather than problem solve synergistically

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

Opening

Closing

Bargaining

Preparation

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 win-win negotiation

• Ideas to tackle them

“Win-win is an attitude,

not an outcome”

Dan Boyd