Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees...
Transcript of Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees...
![Page 1: Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees • Facilitation, Training and Personal Development Consultant • BSc (Hons),](https://reader031.fdocuments.in/reader031/viewer/2022022609/5b91cea009d3f204338c83fd/html5/thumbnails/1.jpg)
Welcome to Negotiation Skills
Anthony Rees
![Page 2: Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees • Facilitation, Training and Personal Development Consultant • BSc (Hons),](https://reader031.fdocuments.in/reader031/viewer/2022022609/5b91cea009d3f204338c83fd/html5/thumbnails/2.jpg)
Anthony Rees
• Facilitation, Training and Personal Development Consultant
• BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited
• Fellow Institute of Management Consulting
• 20 years FS / Management Consultancy and client facing roles
• Consultancy and Sales
• Clients include Visa International, BAE Systems, Nokia Siemens, SmartStream, Odyssey, Wall Street Systems, Motorola, BT, PSD Group, Hedra, Capita & Capco.
• FS Clients include JPMorgan Chase, Deutsche Bank, ABN, ING, EBRD, BNP Paribas
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We are all negotiators
![Page 4: Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees • Facilitation, Training and Personal Development Consultant • BSc (Hons),](https://reader031.fdocuments.in/reader031/viewer/2022022609/5b91cea009d3f204338c83fd/html5/thumbnails/4.jpg)
Effective communication
can get you what you want
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Poor negotiation skills limit your ability to reach agreement
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Simple techniques help us respond
appropriately when bargaining
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Understanding negotiation will
improve your results
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You need to learn the language to
communicate
![Page 9: Welcome to Negotiation Skills - bcs.org · Welcome to Negotiation Skills Anthony Rees. Anthony Rees • Facilitation, Training and Personal Development Consultant • BSc (Hons),](https://reader031.fdocuments.in/reader031/viewer/2022022609/5b91cea009d3f204338c83fd/html5/thumbnails/9.jpg)
The thief assumes that everyone steals
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Avoiders don’t want to play
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Compromisers will offer to split
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Accommodators hope the other will share
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The competitor remains in control
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Problem solvers devise a creative solution
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Work out what YOU want
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Set a reasonable goal
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Don’t focus on the minimum objective
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Write it down
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Reference an authoritative standard or norm
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Norms play to our sense of order
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People hate to contradict themselves
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We prefer to say yes to those we like
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Personal relationships can hinder effectiveness
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Networks improve credibility
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Reciprocity should be genuine
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It’s not all about you
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Understand your opponent’s perspective
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Focus on common interests
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Advance their interests whilst advancing your own
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Leverage is having something that the
other guy wants. Or, better, needs.
Or best of all, simply cannot do without” - Donald
Trump