Communication techniques How to make others understand

1. Communication techniques How to make others understand Negotiation techniques and fixing agreements (CT-03)

2. Negotiation techniques and fixing agreements What others say… Let us never negotiate out of fear, but let us never fear to negotiate. (Anonymous) The truth isn't the truth until people believe you, and they can't believe you if they don't know what you're saying, and they can't know what you're saying if they don't listen to you, and they won't listen to you if you're not interesting, and you won't be interesting unless you say things imaginatively, originally, freshly.(William Bernbach) … what do you say?

3. Negotiation techniques and fixing agreements Definition of negotiation • Negotiation techniques - What is in it for you as a leader? • The right use of modern negotiation techniques will: • ensure your success • guarantee sustainability • create win-win situation in which no one looses • make it easier to convince people • give you self confidence • … will make you a leader others follow!

4. Negotiation techniques and fixing agreements Definition of negotiation • What negotiation is and what it is not! • Task: • Build groups of four participants • Collect on flash cards short answers to the question what negotiations are and what they are not • by answering the following: • What are the elements that make a negotiation successful? • What might prevent you from negotiating successfully? • Pin your collection on the pin board and be prepared to discuss it.

5. WIN WIN Negotiation techniques and fixing agreements Win-win situations win win

6. Negotiation techniques and fixing agreements The negotiation process A negotiation process can be divided into six steps in three phases: PHASE 1 Before the Negotiation PHASE 2 The Negotiation PHASE 3 After the Negotiation Step 1: Preparing and Planning Step 2: Setting the Tone Step 6: Reviewing the Negotiation Step 3: Exploring Underlying Needs Step 4: Selecting, Crafting an Agreement Step 5: Reviewing the Agreement

7. Power People Time Information Negotiation techniques and fixing agreements Factors influencing negotiations Text

8. Negotiation techniques and fixing agreements Get to know your conversation partner

9. Negotiation techniques and fixing agreements Basic rules of successful negotiation Negotiation techniques The following general principles must be remembered and applied to negotiations: • Present and maintain a professional attitude • Control stress and tension • Avoid egos • Take time to gather all facts and requirements beforehand • Meet in a proper location (especially with people who have the authority to make decisions) • Know all Dos and Don’ts of negotiations

10. Negotiation techniques and fixing agreements Strategies for successful negotiation • Here are some negotiation skills, techniques and strategies to help you handle these situations more effectively: • Know yourself • Do your homework • Practice double and triple think • Build trust • Develop external listening • Move beyond positions • Own your power • Know your BATNA • Know what a Win Is • Enjoy the process

11. Negotiation techniques and fixing agreements And the most important rule: Stop the negotiations as soon as you have the deal! Any further word can only have negative impact.

12. Negotiation techniques and fixing agreements “Getting to Yes” from the Harvard Negotiation Project • Negotiate on the "merits" of the problem • a. Use principled negotiations • b. Separate the people from the problem • c. Focus on interests not positions • d. Invent options for mutual gain • e. Use objective criteria

13. Negotiation techniques and fixing agreements “Getting to Yes” from the Harvard Negotiation Project • Potential problems: • a. What if they are more powerful? • b. What if they won’t negotiate? • c. What if they won’t negotiate fairly?

14. Negotiation techniques and fixing agreements Group work: Negotiation skills – Role play • Four participants play in one round (three companies and one manager) • The companies (Sahara, Gobi and Kalahari) plan to merge • The value of the newly to be established merger depends on the combination • The value of the work of the manager depends on the overall result • Negotiate between the four partners to get a deal with the manager leading • the negotiation • Results are counted as follows:

15. Negotiation techniques and fixing agreements Fixing agreements • What is an agreement? • An understanding between two parties (individuals, groups, institutions, etc.) to follow a specific course of conduct, such as an agreement to working together • A state whereby two parties share a view or opinion (“We agree that corruption is bad”) • An expression or indication that an agreement has been reached (“He nodded his agreement”) • A legally binding contract enforceable in a court of law • When one statement does not contradict another, they are said to be in agreement.

16. Negotiation techniques and fixing agreements Fixing agreements • Would you fix an agreement on the following? • You plan to go out for dinner with a friend tonight • You agreed with a friend to borrow his car • You agreed with your subordinate that he/she will send a note to the Minister • You agreed with the Minister to work on a new procedure to introduce gender equity in your Ministry • You agreed with a house owner to buy his house • You agreed with the trainer to work on your Professional Development Plan • You agreed to meet your wife/husband at 8 o’clock tomorrow • You employ a new secretary • Do you see differences ? Why and where?