Negociation Skills

The Art
of Negotiation
Goals & Objectives:
 To list examples that require successful negotiating
skills in your personal and professional life
 To explain the elements of successful negotiation
 To describe the barriers to successful negotiation

Outline
 Elements of Successful Negotiation
 Preparation
 Preparation Goals
 Preparation Limits
 Communication Skills
 Active Listening
 Clarity
 Body Language
 Emotional Control
 Final Negotiations – Closing the Deal
 Final Tips
 Traits of a Great Negotiator
 Successful Techniques
 Unsuccessful Techniques

The Art of Negotiation
Objectives:
Successful negotiation is an art form that comes naturally
to some, but must be learned by most. This module will
discuss skills necessary to successfully negotiate goals
and objectives in your personal and professional life.
Skills will be broken down into specific elements that
may enhance or impede any outcome.
Activity-Negotiation skills-
Push / Pull Activity
Introduction
If we poll an audience and ask them for the first

thought that comes to mind when they think of the
term ‘negotiation’, the most often responses will
include labor, contract or political negotiations. Yet
negotiations play a major role in all aspects of our
professional and personal lives.
Exercise #1: List two examples where negotiation
skills might be required in your professional or
social life.
01.__________________________________________________________
__________________________________________________________
__________________________________________________________
02.__________________________________________________________
__________________________________________________________
__________________________________________________________
Elements of Successful Negotiation
 Preparation
 Effective Communication Skills
 Emotional Control
 Closing the Deal

Types of Negotiations
The two basic types of negotiations require different
approaches.
Integrative negotiations
• Multiple issues
• Information sharing
• Bridge building
Distributive negotiations
• Keeping information confidential
• Trying to extract information from the other party
• Letting the other party make the first offer
The Three Phases
The three phases of a negotiation are:
Phase One: Exchanging Information
Phase Two: Bargaining
Phase Three: Closing

Preparation
 Developing a Position of Strength
 Establishing a Foundation for Success and
Developing Confidence
 Setting Goals
 Defining and Setting Limits

Establishing Your WATNA and BATNA
WATNA BATNA
 Worst  Best
 Alternative  Alternative
 To a  To a
 Negotiated  Negotiated
 Agreement  Agreement
ZOPA
 Zone
 Of
 Possible
 Agreement
Influencing skills:
how-to guide, or, How to get what you
want without making enemies
A dictionary definition suggests that it is when we
change someone’s views, attitudes, decisions,
perceptions or beliefs to produce an effect on them – in a
positive way. It involves adapting your words and
behaviour subtly through an awareness of the effect you
are having on someone else.
So it is about reading and understanding yourself and

other people. Through these skills you can move things
forward and gain agreement or change someone’s mind
and, importantly, you can achieve this without pushing,
forcing or telling them what to do
Four Influencing SkillS
Skill 1. Probing and listening
Skill 2. Building rapport
Signposting
is a technique you may use subconsciously, but it is
very effective when used tactically in a number of
ways:
Pacing
involves assessing the rate of your progress by
checking the other person’s understanding. This may
be by using the questioning techniques
Skill 3. Selling
Skill 4. Assertiveness
Potential
Influence Skills Type of Skill Difficulty
Impact
Convincing people to help you influence others Interaction Very high Very high
Resolving conflicts and disagreements among others Interaction Very high Very high
Using a compelling tone of voice Assertiveness Very high Very high
Bargaining or negotiating Interaction Very high Very high
Using authority without appearing heavy handed Assertiveness High Very high
Taking the initiative to show others how to do things Interaction High Very high
Building consensus Interaction High Very high
Behaving authoritatively Assertiveness Very high High
Using assertive non-verbals Assertiveness Very high High
Having insight into what others value Interpersonal High High
Probing Communication and reasoning High High
Finding creative alternatives Communication and reasoning Medium High
Supporting and encouraging others Interpersonal Medium High
Building rapport and trust Interpersonal Low High
Building close relationships Interpersonal Very high Medium
Showing genuine interest in others Interpersonal Medium Medium
Conveying energy and enthusiasm Communication and reasoning Medium Medium
Asserting Assertiveness Medium Medium
Listening Communication and reasoning Medium Medium
Behaving self-confidently Assertiveness Low Medium
Logical reasoning Communication and reasoning Low Medium
Willingness to ask others for favors Interaction Very high Low
Being sensitive to others' feelings Interpersonal High Low
Analyzing and displaying data Communication and reasoning High Low
Willingness to do favors for others Interaction High Low
Being friendly and sociable with strangers Interpersonal Medium Low
The Compass of Self Turning the
Self put-down
Masochism Shame tables
Blaming the Victims
Self
Lashing out
Mutilization Verbally/Physically
Self- Attack
Attack Others
You
Avoidanc Withdraw
e
Avoidance:
Denial, Isolating oneself
Distraction Running and
through Thrill Hiding
Seeking
A.When an activity makes me feel like my strength or skill
is inferior.
B. In competitive situations where I compare myself with
others.
C. In situations where I feel insecure or doubt myself.
D. At times when I am unhappy with how I look.
E. When I make an embarrassing mistake in public.
F. When I feel lonely or left out.
G. When I feel others think poorly of me.
H. When I think I have disappointed other people.
I. When other people point out my faults.
J. When I feel humiliated.
K. When I feel guilty.
Personal Preparation
During and before negotiation you should always be:
 Polite‐ It never reduces your argument
 Firm ‐ Removes Perceptions of Weakness
 Calm ‐ Facilitates Persuasion and Compromise
 Do not take things personally

Setting the Time and Place
Setting the time and place can give you an advantage in a
negotiation. People feel most comfortable conducting a
negotiation on their home turf. Most people have a
particular time of day when they feel most alert and clear
‐ headed. Environmental factors can interfere with
negotiations, for example:
 A noisy setting
 Frequent interruptions
 Crowded conditions
 Lack of privacy
Exercise #2: List two additional examples that demonstrate active
listening.
01.__________________________________________________________
__________________________________________________________
02.__________________________________________________________
__________________________________________________________
Active Listening
Barriers to Active Listening
Clarity
Barriers to Clarity
Body Language
Emotional Control
Emotional Control = Emotional Distance
Exercise # 3: Give two additional examples of techniques

to maintain emotional control.
01.__________________________________________________________
__________________________________________________________
02.__________________________________________________________
__________________________________________________________
Difficult People
Techniques to Address Difficult People

Exercise #4: Give one tactic for successfully interacting with each of the following
personality traits:
Bully: ____________________________________________________________________
_________________________________________________________________________
Rude: ____________________________________________________________________
_________________________________________________________________________
Know-it-all: _______________________________________________________________
_________________________________________________________________________
Passive: __________________________________________________________________
_________________________________________________________________________
Final Negotiations – Closing the Deal
Final Tips
Traits of a Great Negotiator Like everything that is done
well, a great negotiator will demonstrate skills that can
enhance the final outcome of a negotiation process including:
 Empathy
Responsibility
Respect
Flexibility
Fairness
Personal Integrity
Patience
Self discipline
Sense of Humor
Stamina

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The Art

 To list examples that require successful negotiating

skills in your personal and professional life

 To explain the elements of successful negotiation

 To describe the barriers to successful negotiation

If we poll an audience and ask them for the first

 Effective Communication Skills

 Closing the Deal

The three phases of a negotiation are:

Phase One: Exchanging Information

Phase Two: Bargaining

Phase Three: Closing

 Establishing a Foundation for Success and

 Defining and Setting Limits

So it is about reading and understanding yourself and

 Polite‐ It never reduces your argument

 Firm ‐ Removes Perceptions of Weakness

 Calm ‐ Facilitates Persuasion and Compromise

 Do not take things personally

Exercise # 3: Give two additional examples of techniques

Techniques to Address Difficult People

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