Session 13

1. Session 13 Negotiating Successfully

2. Session Objectives This session will provide a framework for successful negotiation, give guidance on principles of negotiation, and provide participants with practice in negotiating.

3. What We Shall Cover Definitions The Effective Negotiator Stages of Negotiation Negotiation tips Practice

4. Definitions of negotiation

5. The effective negotiator Patient Good at listening Empathetic Flexible

6. Stages of Negotiation Preparation What do we want? Proposal What could we trade? Debate What do they want? Bargaining What will we trade? Closing

7. Preparation What do we want? Avoid too much detail at this stage How valuable is each want to me? High, Medium, Low What are my entry and exit limits? Credible entry position, neither too low nor too high Under what circumstances would you walk away? What are my tradable?

8. Assigning Different Priorities

9. Debate Right type of open questions Establish rapport Offer an agenda Search for and disclose wants Signals are a sign of willingness to consider movement Listen for signals Confirm signals Seek clarification

10. Proposal Proposals convey the terms upon which you might do business Proposals are most effective when they are conditional If we do this, then you do that Proposals consist of two distinct elements Your condition states what you want Your offer states what you might give in return Receiving a proposal Consider and question

11. Bargaining Bargains convey the terms on which you would settle Always conditional Always specific Responding to a proposal Bargaining closes Summary, Concession, Adjournment, Or Else� Agreement If a bargain is accepted the negotiations are concluded

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

13. Closing Discuss terms Make concessions � but only if necessary Focus on benefits of the package Record fully all agreements Be assertive but not aggressive Make sure the other party has full authority to close the deal If you are not satisfied with the deal, do not sign

14. Negotiation tips �What if?� is the most useful question Conceding goodwill seldom generates goodwill Power is in the head Make all your proposals �If� then� Ignore all threats Value every tradable in the other negotiator�s terms In the long run everything is negotiable

15. Negotiation tips Negotiating is about trading not conceding Don�t change your price, change your package Never concede anything without getting something in return People can get in the way of deals Tough negotiators open credibly, trade movement, and are not afraid of deadlock Weak negotiators open wildly, make concessions, and are terrified of deadlock

16. Suggested Reading Essential Manager�s Manual, R. Heller & Tim Hindle, DK Publishing Negotiating: Everybody Wins, Vanessa Helps, BBC Books Getting to Yes: Negotiating Agreement Without Giving In, R. Fisher, B. M. Patton, and W.L. Ury