Challenge 2014

1. Challenge 2014 Richard Tomkinson

2. 2014 Negotiations • Internal issues relating to performance standards and service improvement • Influence over business direction, performance, local services, service reviews and customer information

3. WHO’S GOT A STORY? • Describe a negotiation between residents and landlord • What were you trying to achieve? • What skills or tactics did you use? • What was the outcome?

4. A short training video! • http://www.youtube.com/watch?feature=player_detailpage&v=FGy0N9SW82c

5. The art of negotiation is based on: • Attempting to reconcile what makes a good result for you with what makes a good result for the other person or side • Being well prepared, alert and flexible • Being prepared to compromise • Working out your strategy in advance

7. Recognising the Skills • Listening Skills • To get someone’s agreement you need to address their needs. To find out what these are, you need to listen. Not only to what they are saying but to how they are saying it. • Open Minded • Being receptive to what is being said and not what you think is being said increases your chances of reaching a solution that suits everyone. • Positive Attitude • Put simply - If you don’t think you can reach a mutually beneficial solution, why should the other side? • Non-judgmental Attitude • The aim of negotiation is not to prove who is right and who is wrong, it is to get agreement. • Assertiveness • Getting as close to what you want as possible without acting in an aggressive or manipulative manner.

8. Stages of negotiation

9. Preparation • Allow enough time • Organise your thoughts and supporting information • Develop your approach and anticipate how things might go • Outcome achieved • Compromise reached • Negotiations break down!

10. Thinking outside the box….. • Join the dots without lifting your pen, in only 4 straight lines!

11. Hide short tempers and frustration, and never walk out in a rage Try to set the agenda – it will influence the rest of the meeting Allocate roles for your team – note taker, observer, speaker

12. Key Factors include……. • Who holds the power? • A good understanding of the issues involved • Having the authority to make decisions  • The ability to manage the situation assertively • Determination to succeed • The ability to be flexible • Having the ability to compromise • Understanding of the concerns of the other party • Being open to new solutions or ways of working

13. Points to remember….. • Speak slowly and deliberately • Don’t smile unnecessarily or speak to quickly • Don’t give away your body language! • Stress the need for agreement from the start • Begin any negotiations with uncontroversial general points • Listen - the other side’s wishes maybe closer to yours than you think • Be alert to the mood • Be aware of cultural differences • Listen to a person’s tone of voice as well as their words • Observe the non-verbal signals

14. Do’s and don’ts • Do • Listen to the other party • Leave enough room to manoeuvre • Feel free to reject the first offer • Be flexible and find common ground • Probe for attitudes and feelings • Don’t • Make too many early concessions • Start from extreme position • Say ‘never’ • Answer ‘yes’ or ‘no’ • Make the other side look or feel silly

15. 10 Minutes

16. 5 Minutes

17. 2 Minutes

18. 1 Minute

19. 30 Seconds

20. 10 Seconds

21. 9 Seconds

22. 8 Seconds

23. 7 Seconds

24. 6 Seconds

25. 5 Seconds

26. 4 Seconds

27. 2 Seconds

28. 1 Seconds

29. TIME’SUP!

31. If all else fails……mediation • The role of the mediator is to: • Be impartial at all times • Consider the problem from all angles • Help the two parties understand each other • Help the two parties create their own solutions • Suggest other solutions • Explain issues to each side

32. QUESTIONS ? Don’t forget your evaluation forms!