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Negotiation Skills

Jon Boyes

Curriculum and Work-Related Learning

Negotiation Skills

Learning outcomes
Define what is meant by negotiation and apply that to a number of different contexts Identify factors that can determine the outcome of a negotiation Plan a strategy for successful negotiation Understand the principle of win-win negotiations

Negotiation Skills

!hat is negotiation"
Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue !t is persuasive communication or "argaining Negotiation is about getting the best possible deal in the best possible way.

Negotiation Skills

#ypes of negotiation
Distributi$e %win-lose& Integrati$e %win-win& Benefits of win-win

Negotiation Skills

!hat ha$e you negotiated"


!hat ha$e you successfully negotiated " !hat factors helped enable your success"

Negotiation Skills

Planning to negotiate
'stablish your ob(ecti$es 'stablish other party s ob(ecti$es )rame negotiation as a (oint search for a solution Identify areas of agreement #rouble shoot disagreements* bargain + see, alternati$e solutions- introduce trade offs .greement and close* summarise and ensure acceptance

Negotiation Skills

/roup exercise* #he !in,leybottom 0ast

Negotiation Skills

1ow to influence others


#he three Ps *
#osition $power%& #erspective $empath'& #ro"lems $solutions&

Negotiation Skills

)actors for success


Legitimacy of 'our case 2onfidence in presenting it 2ourtesy to the other part' .daptation to the other part'(s st'le 3apport Incenti$es and trade offs 3esearch the "igger picture

Negotiation Skills

#ips
.im high to begin with 4 easier to lose ground than gain /i$e concessions reluctantly Brea, down complex deals Language*

)ake proposals with open *uestions such as+


,what would happen if we? suppose we were to what would be the result of?

-ealing with stone-walls+ what would need to happen for you to be willing to negotiate over this?

.lways get agreement in writing

Negotiation Skills

Learning outcomes
Define what is meant by negotiation and apply that to a number of different contexts Identify factors that can determine the outcome of a negotiation Plan a strategy for successful negotiation Understand the principle of win-win negotiations

Negotiation Skills

Jon Boyes

Curriculum and Work-Related Learning