Negotiation Skills for Work

1. Unit 12 Negotiation Skills for Work Facilitator Support Materials for Negotiation Skills for Work

2. Unit Aim • The aim of this unit is for learners to develop knowledge and understanding of negotiation skills and techniques and develop communication skills for negotiation at the place of work. This unit is 30 Guided Learning Hours

3. Unit Description Negotiation skills are vital for today’s modern workplace. Negotiation means effectively being able to articulate his/her position on issues to gain support from others, generate multiple alternatives to a problem and presents these effectively. An effective negotiator works to achieve win/win outcomes that others can accept and utilises skills such as compromise. Negotiation is based on good communication skills; however, there are a number of tools and techniques, which can be used for effective negotiation.

4. Unit Description Continued • Negotiating is about achieving results, but is not necessarily about being results-oriented. This unit focuses on the communication skills required to negotiate effectively. • In the first part of the unit, learners investigate the importance of negotiation in the workplace. Negotiation techniques and the required communication skills are explored.

5. Unit Description Continued • Learners demonstrate skills and behaviours and the use of negotiation techniques to resolve different situations based upon workplace contexts in the second part of the unit. • In the third part of the unit, learners consider the effectiveness of the negotiation techniques used and reflect on the effectiveness of their skills and behaviours for negotiating at work.

6. Learning Outcome 1: Understand negotiation in the workplace Amplification of the Learning Outcome: The importance of negotiation in the workplace: compromise to settle an argument or issue; to resolve situations where what you want conflicts with what someone else wants; vital for an organisation's overall effectiveness; negotiating favourable outcome for oneself; internal negotiations eg salary and employment contracts, conflict management, problem solving; external negotiations eg selling, purchasing, borrowing, to conclude contracts with suppliers, price setting and bulk discount order

7. Amplification of the Learning Outcome Continued • Negotiation techniques: bargaining; win-win solution; win-lose; incremental conversion; delaying tactics; asking powerful questions; champion listening skills; walk away position; exercising silence; stages of a negotiation (state objectives, opening arguments, closing argument, solution); negotiating in a team eg group dynamics, ensuring all views are heard and negotiating for interests of whole group

8. Amplification of the Learning Outcome Continued • The role of communication skills in negotiating: understand perspectives of others; to decide desired end outcome/objectives; to plan approach /strategy and tactics; anticipate responses; state opening position; unambiguous communication more likely to achieve favourable outcome; to interpret body language; use of positive body language eg culturally appropriate; active listening eg paraphrasing, open questions, clarifying and pausing

9. Assessment Criteria for Learning Outcome 1 Assessment Criteria: 1.1 Explain the importance of negotiation in the workplace Open discussion with Learners 1.2 Compare a range of negotiation techniques used within the workplace Open discussion with Learners 1.3 Analyse the role of communication skills in negotiating Open discussion with Learners

10. Learning Outcome 2: Be able to negotiate in the workplace Amplification of the Learning Outcome: Negotiation techniques in the workplace: one- to one situations eg requesting an increase in pay, requesting further training; business deal eg more advantageous terms, more time to complete a contract; team situations eg to allocate team roles and appropriate technique for different contexts

11. Amplification of the Learning Outcome Continued • Skills and behaviours for negotiation:self-awareness eg emotional awareness, accurate self-assessment, self-confidence; self-motivation eg achievement drive, commitment; self-regulation eg conscientiousness and social skills eg communication

12. Assessment Criteria for Learning Outcome 2 Assessment Criteria: 2.1 Successfully apply negotiation techniques to three different workplace scenarios to include: One to one situation Negotiating a business deal Negotiating as part of a team 2.2 Demonstrate skills and behaviours for negotiation Open discussion with Learners

13. Learning Outcome 3: Be able to reflect on own capacity for negotiating at the place of work Amplification of the Learning Outcome: The effectiveness of negotiation techniques: advantages and disadvantages of techniques; were favourable outcomes; were situations resolved and different techniques for team negotiations

14. Amplification of the Learning Outcome Continued • Evaluation of own skills and behavioursfor negotiating at work:self-analysis; awareness of own strengths and weaknesses; stages in reflection eg description (What happened?), analysis (What went well? What was less successful?), clarification (Were outcomes met? What needs to be done differently?), action (What needs to be done next?) and self-awareness

15. Assessment Criteria for Learning Outcome 3 Assessment Criteria: 3.1 Assess effectiveness of negotiation techniques used in given scenarios Open discussion with Learners 3.2 Evaluate own skills and behaviours for negotiating at the place of work Open discussion with Learners

16. Appropriate Books Borg, J Body Language: 7 Easy Lessons to Master the Silent Language (Financial Times/ Prentice Hall 2009) ISBN 978-0137002603 Borg JPersuasion: The Art of Influencing People (Prentice Hall; 3 ed 2010) ISBN978-0273734161 Boynton A & Fischer B Virtuoso Teams: Lessons from Teams That Changed Their Worlds (Financial Times/ Prentice Hall 2005) ISBN 978-0273702184 Goleman D Emotional Intelligence & Working with Emotional Intelligence: "Emotional Intelligence", "Working with EQ" (Bloomsbury Publishing 2004) ISBN 978-0747574569

17. Appropriate Websites www.flyingsolo.com.au/p248847391_Nine-tips-for-improving-negotiation-skills.html Some tips for negotiating www.ebsglobal.net/programmes/negotiation-quiz Self-diagnostic quiz to test negotiation style

18. Appropriate Websites Continued • www.bizjournals.com/phoenix/stories/2005/05/09/smallb3.html • Negotiating as a team • www.hbswk.hbs.edu/archive/4940.html • Negotiating as a team – advice from Harvard Business School