1 / 37

Negotiation Skills

Negotiation Skills. Kalada Apiafi, ITF 099 (NIGERIA). OBJECTIVES. To Demonstrate The Concept Of Negotiation Identify The Role And Importance Of Power, Time, Information, Communication Skills And Personality In A Successful Negotiation

alika
Download Presentation

Negotiation Skills

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Negotiation Skills Kalada Apiafi, ITF 099 (NIGERIA)

  2. OBJECTIVES To • Demonstrate The Concept Of Negotiation • Identify The Role And Importance Of Power, Time, Information, Communication Skills And Personality In A Successful Negotiation • State The Principles And Techniques Of Successful Negotiation • Enable You Negotiate With Confidence

  3. OUTLINE • Module 1 Introduction • Module 2 Principles • Module 3 The Stages Of Negotiation • Module 4 Power • Module 5 Information • Module 6 Time • Module 7 Gambits • Module 8 Communication • Module 9 Negotiation Styles • Module 10 How Both Sides Can Win

  4. 1. INTRODUCTION • You Negotiate Everyday – Anytime You Want Something From Someone And Anytime Someone Wants Something From You, You Are Negotiating. • Negotiation Is Not An Event But A Process – Advance Planning Is Therefore A Must • In A Successful Negotiation, Everyone Wins • Negotiation Is The Process Of Using Power And Information To Affect Behaviour Within A Web Of Tension

  5. 2. PRINCIPLES • Personalized Transactions Have A Greater Chance To Succeed • It Helps To Develop A Good Relationship With The Other Party Before You Negotiate • Do Not Assume. Make The Other Party Talk About Itself, Its Underlying Feelings, Its Organisation

  6. Give Information Slowly And Cautiously. The Worst Mistake You Can Make Is To Reveal Your Real Price Limit, Your Deadline Or The Full Seriousness Of Your Situation • If You Concede Something Be Sure You Get Something In Return. Concessions Come In Different Forms And Sizes

  7. If The Other Party Has Done Its Share Of Making Concessions, Give It Some, So It Can Save Face • Move Towards Your Objective(s) Slowly, Making Concessions One At A Time • If You Need To Consult On Concessions, Please Do So

  8. Team Members Gain New Importance In The Case Of A Deadlock When It May Be Necessary To Substitute Negotiators • You Are At An Advantage If You Take Notes During The Negotiation And Write Up The Agreement • The Document Should Be Written As If It May Ultimately Be Read In Court

  9. 3. THE FOUR STAGES • Clarify The Other Party’s Objectives • Information Gathering • Action Plan • The Actual Negotiation INFORMATION GATHERING INFORMATION GATHERING INFORMATION GATHERING INFORMATION GATHERING ACTION PLAN ACTION PLAN PLAN

  10. Other Party’s Objectives • What Do They Want? • What Do They Have To Offer? • How Important Is The Subject Of Negotiation? • What Are Their Options? The List Is Practically Endless

  11. Information Gathering • Draw On All Information Sources • Know The Subject • Know The Other Party – Personality (Ies), Reputation • Motives • Professional Opinions Knowledge Is Power

  12. Action Plan • Objectives • Work With Your Team And Organisation • Write Them Down In Order Of Priority This Enables You Gain Commitment Of Your Organisation As Well As Gain Greater Control Over The Negotiation Because You Are Better Prepared

  13. Develop A Strategy • Be Prepared To Make Concessions, Bearing In Mind Cost And Benefit Of Each • Determine Tactics • Specific Manouevres To Be Used At Negotiation Table Determine The Time Frame

  14. THE ACTUAL NEGOTIATION

  15. ADVANCE PLANNING IS A MUST

  16. 4. POWER • A Subjective Mental Force (Perception) – If You Believe You Have It, You Have It, If You Believe You Don’t (Even If You Do), You Don’t Have It.

  17. What Influences People • Title Power • Reward Power • Coercion Power • Referent Power • Charisma Power • Expertise Power • Situation Power • Information Power • Surroundings Power

  18. Confusion Power • Competition Power • Risk Sharing Power • Identification Power • Legitimacy Power • Commitment Power • Persistence Power • Precedent Power • Attitude Power

  19. THE POWER IS WITHIN YOU ALL YOU HAVE TO DO IS FIND IT

  20. 5. INFORMATION • The More Knowledge One Side Is Able To Get About The Other, The Better Chance There Is For Victory • Ask Questions – Directly From The Person(s), From Others, From Professionals • Choose A Neutral Place For Preliminary Information • Look Out For Verbal And Non Verbal Cues • Test The Validity Of Information

  21. 6. TIME • Eighty Percent Of Concessions Will Be Made In The The Last Twenty Percent Of The Time Available (80/20 Rule) • The Value Of Services Tend To Diminish Rapidly After The Services Have Been Rendered • Time Pressure Is One Of The Strongest Forces In Getting Concessions In Negotiation • In Negotiation Time Is Money

  22. 7. GAMBITS

  23. Opening • Reluctance • Planning • The Flinch • Feel/felt/found • Want It All • First Offers • Agreeable Means Able To Agree • Vise

  24. Middle • Higher Authority • Splitting The Difference • Get Smart…….Play Dumb • The Trade Off • Impasse VS Deadlock • The Hot Potato

  25. Ending • Walk Away Will Power • Good Guy/bad Guy • The Withdrawn Offer • The Decoy And Red Herring • The Nibble

  26. 8. COMMUNICATION LISTENING – THE KEY

  27. Body Language • Avoid Negotiating Over The Phone • Be Careful With Anything Other Than A Straight Handshake • If You Are Negotiating With Two Other People Make An Effort Not To Be Seated Between Them • It Is Better To Disperse The Negotiation If You Are Outnumbered

  28. Men Will Normally Keep Their Jackets Buttoned Until They Feel Comfortable In Their Surroundings • Study Blinking Rates – The Eyes Have It It Is When There Is A Change In Behaviour That The Good Reader Of Body Language Should Pick Up His Ears And Be Careful

  29. Hidden Meanings ALWAYS LOOK OUT FOR THINGS THAT ARE BROUGHT UP WHEN THE TIME IS RIGHT AND /OR AT THE POINT OF LEAST RESISTANCE

  30. I • THROWAWAYS: as you are aware; incidentally; before I forget; by the way • LEGITIMISERS:frankly; honestly; to tell you the truth • JUSTIFIERS: I will try my best; I’ll see what I can do • ERASERS: but; however; • DECEPTIONS: I know it’s none of my business • PREPARERS: I don’t mean to be personal; I need a big favour; I don’t want to intrude • TRIAL BALLOONS: Supposing

  31. 9. NEGOTIATING STYLES • Pragmatic (Street Fighter) Bottom Line Straight To The Facts Time Conscious Active Likes To Be In Charge

  32. Extrovert (Den Mother) Emotional Easily Motivated Friendly Excitable

  33. Amiable (Pacifier) Loves People No Sense Of Time • Analytical (Executive) Thorough Analyzes Seeks Root Causes

  34. HOW BOTH SIDES CAN WIN • BOTH PARTIES SHOULD ACCOMPLISH SOMETHING IMPORTANT • BOTH SIDES HAVE CARED ABOUT EACH OTHER’S OBJECTIVES • BOTH SIDES FEEL NEGOTIATIONS WERE CONDUCTED FAIRLY • BOTH SIDES FEEL THEY WOULD LIKE TO DO BUSINESS TOGETHER AGAIN • EACH PARTY FEELS THE OTHER IS DETERMINED TO KEEP TO THE CONTRACT

  35. LOSING NEGOTIATORS • NARROW THINGS TO ONE ISSUE • FEEL WEAK • JUMP TO CONCLUSIONS • DON’T GET SUFFICIENT INFORMATION • ARE UNWILLING TO APPRECIATE THE POSITION OF THEIR OPPONENT

  36. CONCLUSION EVERYTHING YOU WANT IS WITH SOMEONE ELSE BUT YOU HAVE TO DO MORE THAN ASK YOU HAVE TO NEGOTIATE

More Related