Negotiation Skills - Creative and Balanced Agreements |
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NEGOTIATION IS FUNDAMENTALLY A PROBLEM-SOLVING TOOL |
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LEARN HOW TO: |
- deal with issues and gain agreement
- negotiate firmly but fairly
- recognise the needs and interests of others
- close on acceptable and balanced results
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AIM TO: |
- prepare the negotiation properly
- set a range of objectives for flexibility
- define limit, starting point and range
- plan concessions
- seek firm results
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ESTABLISH: |
- your goal
- a strategy
- the ability to trade
- control
- an assertive style
- balanced agreements
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OBJECTIVES |
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The seminar enables participants to: |
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Prepare |
- know what they want to achieve
- set objectives
- define their limit and best position
- plan concessions and set-up a strategy
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Communicate |
- present proposals clearly
- listen carefully to counter-proposals
- manage the discussion
- question, listen, problem-solve, note-take and summarise actively
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Negotiate |
- open firmly with their best position
- make sure all proposals are clear, conditional and to the point
- give nothing away - trade - test the other side
- follow and review the strategy - change where necessary
- avoid deadlock where it is possible
- create movement between the parties – close the gap
- set-up agreement
- be firm but fair
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Get Agreement |
- avoid fixed positions – have a concessions plan
- seek a solution between the limit and the best position
- focus on needs and interests and deal with conflict
- manage signals, impressions and the perception of the other side
- reach solutions acceptable to both sides
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