Negotiating Skills to Reach a Deal April / May 2012.
Transcript of Negotiating Skills to Reach a Deal April / May 2012.
Introduction to Negotiation
• How would you define negotiation?
• What other words do you associate with negotiation?
• Terminology used in negotiations
Interpersonal Skills
• Avoider: dislikes conflict
• Compromiser: fair-minded people interested in maintaining relationships
• Accommodator: resolve interpersonal conflicts by resolving the other person’s problem
• Competitor: winning is the main thing
• Problem-Solver: seeks to find the underlying problem, use brainstorming to solve
Interpersonal Skills
• You are one of ten people at a conference table, each person sitting across from one another
• Someone comes in the room and says “I will give R1,000 to the first person who can persuade the person sitting across from them to come and stand behind his/her chair.”
Interpersonal Skills
Results• Avoider: says I don’t want to play, look foolish• Compromiser: both offering R500, starts running to other
side• Accommodator: runs to other side, negotiates later• Competitor: sits tight, demands other person move• Problem-Solver: “let’s both get behind each others chairs,
we can each make R1,000.”
Group Activity
You have 10 minutes within your small group of three to brainstorm a list of the 10 key skills that successful negotiators need.
List your key skills and note the reason why each of your ten skills is crucial to you as a negotiator.
Negotiator’s Ratings
Planning skills
IntegrityVerbal clarity
Thinking Under Stress
General Practical Sense
Planning
• Negotiators with high aspirations consistently outperform those with low aspirations.
• By adopting a high aspiration base, negotiators create sufficient room to make and request the necessary concessions.
• High aspirations generate positive psychological energy and prevent a negotiator from being rigid and defensive.
Planning
• A high aspiration communicates confidence to the other party and generally prevents irrational negotiation behaviour.
• High aspirations require the other negotiating party to expend more energy in trying to lower these aspirations, thus not focusing on promoting its own aspiration.
Questioning Techniques
• An OPEN question is one that encourages a full response
• A CLOSED question is one that can be answered with a short answer
Ethical Negotiation
• INDIVIDUAL EXERCISE - A question of ETHICS
• Decide whether or not the approach would be appropriate p42 - (the deal is important to you)
Tactics
• Competitive Tactics
• Avoidance Tactics
• Compromising Tactics
• Collaborative Tactics
• Accommodating Tactics
Tactics
Negotiation Gambit Description How to Overcome it
Good Cop/Bad Cop
Cherry Picking
Walking Away
Split the Difference
Flinch