1. NEGOTIATION SKILLS:
FUNDAMENTAL PRINCIPLES AND
PRACTICE
SILVERSTAR CASINO CONFERENCE CENTRE
CHARLES COTTER
6 MARCH 2015

2. TRAINING PROGRAMME OVERVIEW
• Demonstrate an understanding of the theoretical aspects
regarding negotiation
• Identify the characteristics and key skills of effective negotiators
• Differentiate between the negotiation styles
• Differentiate between the types of negotiation
• Apply the P-A-C model to negotiation
• Identify and apply the core elements of the 4-phase negotiation
process

3. FUNDAMENTALS OF NEGOTIATION
• Defining negotiation
• Characteristics of effective negotiators
• Key skills of negotiators
• Negotiation styles

4. DEFINING NEGOTIATION
• Negotiation is a process centered on a discussion that is intended to
produce an agreement.
• In its simplest form, it could be considered to be about power. More than
just about money, it involves issues of ego, leveraging, saving face, and
being right. It can appear that the negotiator or team with the most power
will triumph over a weaker team or win something important.
• In current business practices, however, negotiation often leads to
compromises, where both sides make concessions to get as close as they
can to exactly what they want. Other times, no concessions are available
and a power struggle can go on for a long time.
• When negotiation is not effective, there are other options, such as
bringing in a mediator, which can help both sides speak to one another
and move towards a resolution instead of walking away and resolving
nothing.

5. THE VALUE OF CONSTRUCTIVE
NEGOTIATION

6. NEGOTIATION SKILLS

8. BEING ASSERTIVE AS A NEGOTIATOR

9. PARENT-ADULT-CHILD (PAC) MODEL

10. KEY SKILLS FOR NEGOTIATION SUCCESS
• Allow for Creative Flexibility
• Prepare
• Know the Role of Value – Creating and Claiming Value
• Understand Negotiating Styles – Co-operative vs. Competitive
negotiators
• Manage the Process
• Handling Relationships
• Learning
• Word about Experience

11. NEGOTIATION STYLES

12. NEGOTIATION STRATEGIES

13. TYPES OF NEGOTIATION
• Integrative/Distributive
• Inductive/Deductive/Mixed
• Soft/Hard/Principled
• Alternative Dispute Resolution (ADR)
• Non-Negotiable Positions/Options

16. PHASES OF NEGOTIATION

17. PHASE 1: PREPARATION
• Preparatory points to consider
• Ground rules
• Identifying your Hot Buttons
• Doing Research
• Identifying Your Walk Away Position (WAP)
• Identifying Your Best Alternative to a Negotiated Agreement
(BATNA)
• Working within the Zone of Possible Agreement (ZOPA)

19. WORKING WITHIN THE ZONE OF POSSIBLE
AGREEMENT (ZOPA)

21. STEP 2: EXCHANGING INFORMATION
• What information is held in common to both
negotiating parties?
• What information you will disclose?
• What information you would prefer the other
negotiating party to disclose?

22. STEP 3: BARGAINING
• Responding to Challenges
• Creating win-win solutions

24. RESPONDING TO CHALLENGES
• Ways to Stay Calm
• Detach Yourself from the Outcome
• Include Pre-determined Break Times in Your Rules
• Depersonalize the Process
• Work with the Other Party, Not Against Them
• Unspoken Conversations
• Don’t Bring Your Baggage to the Table
• Avoid Power Struggles
• Stay Focused
• Focus on a Positive Process

26. CREATING WIN-WIN SOLUTIONS
• Keeping an Open Mind
• Long Term and Short Term Relationships
• Making the Most of Brainstorming
• Thinking outside the Box
• Use Your Resources (Experts, Mediators, Third Parties)
• Meta-Negotiation
• Identify Common Ground

28. STEP 4: COMMITMENT AND CLOSING
• Once the parties have completed bargaining, made all the
adjustments, and agreed upon the least uncomfortable result, the
negotiation is ready for commitment and closure.
• Developing a Sustainable Agreement
 What is a Sustainable Agreement?
 Getting everyone’s Perspective
 Reviewing the Information
 Outlining the Options
 Gaining Consensus

29. ROLE-PLAY: “THE UGLI ORANGE”
• Refer to Learning Activity 12
• The facilitator will provide you with detailed
learning instructions.
• Apply what you’ve learnt the past two days
about conflict resolution and negotiation to
reach a mutually beneficial (win-win)
agreement.

30. CONCLUSION
• Key points
• Summary
• Questions

31. CONTACT DETAILS
• Charles Cotter
• (+27) 84 562 9446
• charlescot@polka.co.za
• LinkedIn
• Twitter: Charles_Cotter