How to be a better Negotiator

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• Negotiation is not a game
• Negotiation is a critical life
skill
• Negotiation is a give and
take process
• Negotiation does not end
with the agreement

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Negotiation is
a basic means
of getting
what you want
from others
by interactive
communicatio
n designed to
reach an
agreement

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There must
be at least
two or more
parties
involved.
Have
definite
goals and
objectives
There is a
common
interest
between
parties.
Allow
adequate
time for
the
process.

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Clarify the
other party’s
objective
Information
Gathering
Action plan
1.Analyse the
situation
2.Develop a strategy
3.Determine time
frame
The actual
Negotiation

6. Issues Attitude
Relationship Time
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7. 1. • Positive Attitude
• Knowledge of Negotiation
process 2.
• An understanding of
people 3.
4. • A grasp of people
5. • Creativity
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8. •Asking questions
•Where and when you meet your client
is a deciding factor
•Remember you are not the only one
collecting information.
•Check the validity of the
information
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9. RELATE : Building a
relationship
EXPLORE : Interests of both
sides
PROPOSE : One concrete
proposal address all
underlying interests
AGREE : Compromise and
creating alternatives
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10. 1. BENEFITS
AVOID SURPRISES
PROVIDE MORE OPTIONS
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11. .
Rational : Why we negotiate
Objectives : Goals/Priorities
Differences : Possible
Conflicts
Mode of Negotiation :
Bargaining, Time Frame
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12. Best Alternative To a Negotiated Agreement
to produce something better
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13.  List your alternatives - Evaluate your alternatives
Establish your best as your BATNA
Have a Reservation Point – the least you will accept
 List their alternatives – their BATNA
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14. Negotiating Behavior by Gavin Kennedy
(The New Negotiating Edge)
describe 3 types of behavior that we can display and
encounter when in a negotiating situation Red
Blue Purple
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15. Manipulation
Aggressive
Intimidation
Exploitation
Always seeking the best
for you
No concern for person
you are negotiating with
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16. Cooperation
Win -win approach
Trusting
Pacifying
Relational
Giving
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17. Give me some of what I want ( red) I’ll
give you some of what you want(blue)
Deal with people as they are not how
you think they are
Two way exchange
Open People know where they stand
Determination to solve problems by
both sets of criteria of the merits of
the case and/or the terms of a
negotiated exchange.
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19. 1. Win – Lose Style
2. Avoiding Style
3. Accommodating Style
4. Compromising Style
5. Collaborating
(Win-Win) Style
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20. Win – Lose Style :
Assertive and uncooperative
Tend to pursue their own goals at
the expense of the other party. Like
to be surrounded by “yes men.”
Look for a win for themselves, a
loss for the other person.
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21. Avoiding Style:
Unassertive and uncooperative Do
not attempt to fulfill their own
needs or the needs of others.
In essence, they refuse to address
the conflict.
They do not strive for any
agreement
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22. Accommodating Style :
Unassertive but highly cooperative
Tend to neglect their own goals in order
to satisfy the concerns of the other party.
They may seek a win-lose agreement
where they are the losers! Display
excessive generosity and easily yield to
another’s point of view.
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23. Compromising Style :
These people are “in the middle” in terms
of assertiveness and cooperativeness.
Attempt to find a quick, mutually agreeable
solution that partially satisfies both parties.
The agreement reached does not usually
maximize the satisfaction of the parties.
Will often say “Let’s just split the
difference.”
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24. Collaborating (Win-Win)
Style:
Assertive and cooperative
They seek to maximize the
satisfaction of both parties and
reach a truly win-win solution
 Collaborators have the motivation,
skills, and determination to really
dig into an issue or a problem and
explore all possible solutions.
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25. Two brothers had an orange. Each of
them wanted to have it. Ultimately
they resolved the conflict through
splitting the orange into two halves,
one half for the each. Elder brother
ate the pulp and threw the peeling.
The younger brother who did not
have an innate liking for the oranges
and just wanted the peeling as a
recipe ingredient, used the peeling
and discarded the pulp.
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26. What negotiation style(s) the two brothers
adopted to resolve the conflict? Offer your
comments over degree of usefulness of the
style(s) used in this situation.
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27. Listen Quietly first, without interrupting
Pay close attention to what is said
 Ask the other party to spell out carefully and
clearly exactly what they mean
Request that ideas be repeated if there is any
ambiguity or uncertainty.
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28. Do not underestimate your power.
a. Most people tend to have more power than they
think.
b. Your base of power rests on a foundation of
more than just competition or financial matters.
c. Commitment, knowledge, risk taking, hard
work, and negotiation skills are also real sources
of power.
d. Making a systematic analysis of these sources,
you can understand your strengths.
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29. Most negotiation will require some
concession making.
a. Don’t set your initial demand near your final
objective.
b. There is sufficient evidence to conclude that it
pays to start high.
c. Don’t be shy about asking for more. Many times
your demands may be too modest, or too easy to
achieve.
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30. It is a mistake to assume you know what
the other party wants.
a. It is far more prudent to assume you do not
know, and then proceed to discover the
realities of the situation by patient testing.
b. If you proceed to negotiate a deal on the
basis of your own untested estimates, you
are making a serious mistake.
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31. Never give a concession without
obtaining one in return
a. Don’t give concessions away free or
without serious discussion.
b. A concession granted too easily does not
contribute to the other party’s satisfaction
nearly as much as one that they struggle to
obtain.
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32. Never fear to negotiation, no matter how
great the differences are
a. Fear can create enormous pressure on you
and impact your negotiating success.
b. Remember, negotiation is not a contest.
c. Don’t shy away from negotiating just
because you are afraid of making a mistake
or doing poorly.
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33. Our emotions get in the way of effective
negotiations regularly.
a. Nothing kills creativity quicker than anger,
pride, embarrassment, envy, greed, or other
strong negative emotion.
b. Anger is often an expression of fear, or lack
of confidence in our ability to get what we
think we want. If we can improve our
ability to manage our emotions and
respond without getting defensive, we have
gone a long way toward creative
negotiation.
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34. A successful Negotiator can
Build Rapport.
Network effectively.
Work in a team.
Build consensus .
Be persuasive .
Deal with conflict.
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35. Inadequate Preparation
Ignoring the give/get principle
Use of intimidating behavior
Impatience / Loss of temper.
Talking too much, listening too little, and remaining
indifferent to body language
Arguing instead of influencing
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36. Culture is about those values,
beliefs, self-justifying assumptions
and ‘world views’ of members of
the distinctive groups with whom
we deal.
Culture encompasses their
histories, received experiences,
accounts of events, political
perspectives, myths, folklore,
collective memories, religious or
mystical ideas, philosophical
outlooks, rituals and social
preferences.
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39. Author stream : Negotiation Skills RTC: egypt4hrist
Author stream: Negotiation Skills : pravinasir
www.mindtools.com
www.managementstudyguide.com
The Negotiation Programme is written by Professor Gavin
Kennedy BA MSc PhD FCInstM,
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