1. Welcome to
Chartered Management Institute
June 21 2012 Presenter Fredrik Sandvall FCMI
© 2012 SBR Consulting. All rights reserved

2. Fredrik Sandvall
Negotiator?
1. I have an interest in others
2. I love win-win solutions!
© 2012 SBR Consulting. All rights reserved

3. Effective Negotiation in Business
1. Negotiation introduction
2. Prepare for negotiation
3. Negotiation cycle
© 2012 SBR Consulting. All rights reserved

4. Effective Negotiation in Business
Introduction
Separate people from problem
Position does not equal person
Understand the other party’s interests
What are their motivators and views
Preparation is key
If you prepare you have more options
© 2012 SBR Consulting. All rights reserved

5. The association negotiation - conflict
Chinese characters for
Conflict
• Danger
• Opportunity
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6. Elements of negotiation – Learn from the masters – Our children
§ They know you better § They are not afraid of
than you know them! rejection
§ They know you will § Uninterested in costs
always love them and practicalities
§ They bid first and aim § They actively and
high happily seek
§ They understand the opportunities to
process and hierarchy of negotiate
family decision making § In short, the fully
comprehend the concept
of MAN
© 2012 SBR Consulting. All rights reserved

7. Negotiation
Questions to ask yourself to know
the ‘real deal’
1. Do you have good communication with the right people?
2. Do you know their real motivators / dissatisfactions?
3. Have they agreed in principle to work with you?
4. Have you identified concerns / issues they have?
5. Do they agree with those concerns / issues?
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8. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
• Know your goals
• What your ideal outcome would be
• What you can reasonably expect to achieve
• Your lowest acceptable settlement (bottom line)
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9. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
• What variables you can introduce to the negotiation
• How important a continued cooperative relationship with this person
is to you
• What the other party’s ideal outcome might be
• What they might be prepared to accept
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10. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
Your options if you fail to achieve your bottom line:
• Withdraw
• Accept the situation without protest
• Accept the situation with protest
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11. Negotiation
Options
When negotiating, there are 3 options:
•Variables
•Constants
•Coverts
Perspectives: the other parties and yours
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12. Negotiation
Win-Win negotiation
Objectives
Negotiable
Alternatives
Relationships
Expected
Outcomes
Consequences
Power
Solutions
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13. Negotiation
Negotiation cycle
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14. Negotiation
Negotiation cycle
1 Our belief and value
Key point
•Helping buyers discover wants and needs - seeking win-win outcomes
Key Behaviours involved
•Belief in value of the service
•Identifying and fulfilling the customer needs
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15. Negotiation
Negotiation cycle
2 Establish rapport
Key point
•Adapting to customer’s different styles
•Developing empathy and trust
•Establish common ground, sharing needs and interest
Key Behaviours involved
•Creating the right climate before you start to negotiate
•Think about the environment; where you hold the meeting, etc
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16. Negotiation
Negotiation cycle
3 Sort our issues
Key point
•Identify, clarify and checking for understanding of all problems
and concerns
•Remember to ask “Expanding Questions” - “Really tell Me more”
•Don’t interrupt
Key Behaviours involved
•Welcoming and understanding objections
•Establishing and confirming issues
•Clarifying, checking for understanding and summarising
•Prioritise issues
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17. Negotiation
Negotiation cycle
4 Choose solutions together
Key point
•Focusing on the problem, seeking and proposing solutions
•Establishing possible negotiation variables
•Acknowledging and listening
•Looking at the Big Picture
•Third Person Validation
Key Behaviours involved
•Seeking and offering solutions which work out problems and concerns
•Listen and take notes
•Clarify areas where uncertainty
•Summarise your understanding of their situation
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18. Negotiation
Negotiation cycle
5 Agreement
Key point
•Summary of the mutually agreed solution
•Positioning - only agree if works for you
•Do not agree on position if the major issue has not been agreed
Key Behaviours involved
•Repeating what is agreed
•Ending positively
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19. Negotiation
Negotiation cycle
6 Follow up
Key point
•Confirm clarity of agreement for those directly involved in discussions as
well as those not
•In business maybe a contracts
Key Behaviours involved
•A sharing partnership
•Accuracy
•Discipline to do this quickly
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20. Negotiation
Negotiation cycle
7 Review
Key point
•What will I repeat or avoid next time
Key Behaviours involved
•Reflecting what worked
•Identifying any pattern you wish to repeat
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21. Negotiation
Questions
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22. Further reading Future contact
Fredrik Sandvall
Fredrik.sandvall@gmail.com
fsandvall@sbrconsulting.com
WWW.SBRCONSULTING.COM
Linked In
@FredrikinLondon
© 2012 SBR Consulting. All rights reserved

23. Effective Negotiation in Business
Chartered Management
Institute
June 21 2012
© 2012 SBR Consulting. All rights reserved