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Negotiating, We Do It All The Time! Workshop 26 th July 2016

Negotiating, We Do It All The Time! Workshop 26 th July 2016. Patsy King Development Officer. Workshop Aims. To develop our knowledge and skills To find out what kind of negotiator you are Learn about the 3 key stages of negotiation Better understanding of negotiations

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Negotiating, We Do It All The Time! Workshop 26 th July 2016

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  1. Negotiating, We Do It All The Time! Workshop 26th July 2016 Patsy King Development Officer

  2. Workshop Aims • To develop our knowledge and skills • To find out what kind of negotiator you are • Learn about the 3 key stages of negotiation • Better understanding of negotiations • To Learn from each other and enjoy • Handy Hints and Tips

  3. Negotiating Skills Negotiating Skills Activity 2 – What kind of Negotiator are you? Can you think of any example when you have had to negotiate?

  4. What’s it all about? • We all do it! • Best way to resolve differences • The key is to use good techniques • The best scenario is usually a win-win negotiation • finding a solution that is acceptable to both parties, and leaves both parties feeling that they've won, in some way, after the event.

  5. Negotiating Skills Activity 1: What Sort Of Negotiator Are You ?

  6. Negotiating Skills Three Vital Areas Of Negotiating Skills • Preparing • Conducting • Closing

  7. Preparation • Get the facts • Gather information • Decide what you want • What does the other side want? • Speculate on common ground • How much are you prepared to concede? • Are your aims achievable?

  8. Preparation • What are the other sides weaknesses? • What are your weaknesses? • How can you question these? • What about balance of power? • What are your priorities? • Consider possible compromises • Choose a lead person to negotiate.

  9. Tenants Organisations Can you think of a situation where a Tenants Group would need to negotiate with their Landlord?

  10. Conducting Negotiations • Negotiating is as much about listening and observing as it is about talking • Be alert to the mood • Try to pick up signals being given off by others.

  11. Conducting Negotiations • Leave yourself room to manoeuvre • Do not suggest your position is immovable • Probe the attitudes of the opposition: ‘what would your feelings be if…’ • Leave scope for both sides to make concessions

  12. Conducting • Opening Negotiations • Brief presentation of your case • Compare Positions • Establish the common ground • Identify any differences

  13. Conducting • Reducing Differences • Listen to both arguments • Take on board valid points • Ask questions that probe for a weakness in the other sides arguments

  14. Body Lanuage • Activity: What does our body language say?

  15. Closing A Negotiation • Trading Positions: • A delicate process of bargaining whereby each party makes concessions to reach an agreement • Making Concessions: • How much are you prepared to concede? • Compromise without losing face

  16. Encouraging Closure Emphasise the benefits:Avoid win/lose situationGo for Win/WinIt’s about representing the interests of your members Reaching And Confirming Agreements Check what has been agreedRecap and ConfirmRecord agreementCheck to see if any follow up action required

  17. Conclusion A negotiation can only be brought to a successful conclusion only when both parties have made concessions that are mutually acceptable in order to reach an agreement.

  18. Negotiation RESPECT Some traits of a successful negotiator:ResourcefulEquitableSensitivePatientEnduranceCharacterTolerant RESPECT

  19. Thank you “Making it Happen” Tenant Scrutiny Training & Development Programme Tel: 0141 248 1242 Fax: 0141 221 1911 Email: info@tis.org.uk Website: www.tis.org.uk Follow us on: Twitter @ TISScotland Facebook @Tenants Information Service

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