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    Negotiation Skills: Jon Boyes

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    klabhesh333
    This document discusses negotiation skills. It defines negotiation as persuasive communication or bargaining that takes place when two or more parties with differing views come together to try and reach agreement. There are two main types of negotiation: distributive ("win-lose") and integrative ("win-win"). Planning is key to successful negotiation - objectives of both sides must be established and areas of agreement identified to jointly find solutions. Factors like confidence, courtesy, rapport, incentives, and research can also influence negotiation outcomes. The goal is to reach a "win-win" agreement that benefits all parties.

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    Negotiation Skills: Jon Boyes

    Uploaded by

    klabhesh333
    26 views12 pages
    This document discusses negotiation skills. It defines negotiation as persuasive communication or bargaining that takes place when two or more parties with differing views come together to try and reach agreement. There are two main types of negotiation: distributive ("win-lose") and integrative ("win-win"). Planning is key to successful negotiation - objectives of both sides must be established and areas of agreement identified to jointly find solutions. Factors like confidence, courtesy, rapport, incentives, and research can also influence negotiation outcomes. The goal is to reach a "win-win" agreement that benefits all parties.

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    This document discusses negotiation skills. It defines negotiation as persuasive communication or bargaining that takes place when two or more parties with differing views come together to try and reach agreement. There are two main types of negotiation: distributive ("win-lose") and integrative ("win-win"). Planning is key to successful negotiation - objectives of both sides must be established and areas of agreement identified to jointly find solutions. Factors like confidence, courtesy, rapport, incentives, and research can also influence negotiation outcomes. The goal is to reach a "win-win" agreement that benefits all parties.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    26 views12 pages

    Negotiation Skills: Jon Boyes

    Uploaded by

    klabhesh333
    This document discusses negotiation skills. It defines negotiation as persuasive communication or bargaining that takes place when two or more parties with differing views come together to try and reach agreement. There are two main types of negotiation: distributive ("win-lose") and integrative ("win-win"). Planning is key to successful negotiation - objectives of both sides must be established and areas of agreement identified to jointly find solutions. Factors like confidence, courtesy, rapport, incentives, and research can also influence negotiation outcomes. The goal is to reach a "win-win" agreement that benefits all parties.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 12

    Negotiation Skills

    Jon Boyes Curriculum and Work-Related Learning Officer


    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

    What is negotiation?
    Negotiation takes place when two or more people, with
    differing views, come together to attempt to reach
    agreement on an issue. It is persuasive communication or
    bargaining.

    “Negotiation is about getting the best possible deal in the best


    possible way.”
    Negotiation Skills

    Types of negotiation
    • Distributive (win-lose)
    • Integrative (win-win)
    • Benefits of win-win
    Negotiation Skills

    What have you negotiated?


    • What have you successfully negotiated ?

    • What factors helped enable your success?


    Negotiation Skills

    Planning to negotiate
    • Establish your objectives
    • Establish other party’s objectives
    • Frame negotiation as a joint search for a solution
    • Identify areas of agreement
    • Trouble shoot disagreements: bargain & seek
    alternative solutions, introduce trade offs
    • Agreement and close: summarise and ensure
    acceptance
    Negotiation Skills

    Group exercise:
    The Winkleybottom Mast
    Negotiation Skills

    How to influence others


    • The three ‘Ps’:
    • Position (power?)
    • Perspective (empathy)
    • Problems (solutions)
    Negotiation Skills

    Factors for success


    • Legitimacy of your case
    • Confidence in presenting it
    • Courtesy to the other party
    • Adaptation to the other party’s style
    • Rapport
    • Incentives and trade offs
    • Research the bigger picture
    Negotiation Skills

    Tips
    • Aim high to begin with – easier to lose ground
    than gain
    • Give concessions ‘reluctantly’
    • Break down complex deals
    • Language:
    • Make proposals with open questions such as:
    • “what would happen if we…?”
    • “suppose we were to…”
    • “what would be the result of?”
    • Dealing with stone-walls: “what would need to happen
    for you to be willing to negotiate over this?”
    • Always 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 Officer

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