Negotiation Skills

Training Manual
Corporate Training Materials

......................................................................................................................................................................................... 27 Techniques to Try ................................................................................................................... 10 Identifying Your WAP .............................. 18 Module Five: Phase One — Exchanging Information ....................................................................... 18 The Negotiation Process ..... 2 Pre-Assignment ............................................................................................................ 6 Skills for Successful Negotiating ................................................................................................9 Establishing Your WATNA and BATNA............................................................................................................................................................................................................................................. 28 .................................................................................................................................................................4 The Three Phases ................................................................................................... 24 What to Keep to Yourself ................................................................................................................................................................................................................................................................................... 25 Module Six: Phase Two — Bargaining ...................................................................................................................................................................1 Workshop Objectives ............ 13 Module Four: Laying the Groundwork .............................................................................................. 16 Establishing Common Ground ......................................................................................... 3 Module Two: Understanding Negotiation ............................................................. 26 What to Expect .............................................................................. 15 Setting the Time and Place .......................................................................................................................................................... 23 What to Share ........................................................................................ 12 Personal Preparation ................................................................. 17 Creating a Negotiation Framework .......... 11 Identifying Your ZOPA ..................................................................................................................................................................................................................... 6 Module Three: Getting Prepared .....................TABLE OF CONTENTS Module One: Getting Started ...................................................................................................................................................................................................... 22 Getting off on the Right Foot ..................

............................................. 32 About Mutual Gain ..................................................................................................................................................................................................................................................................................................................How to Break an Impasse ...... 50 Negotiating via Telephone.................................................................................................................................................................................. 36 What Do We Want?.................................... 56 Dealing with Tough Questions ......................... 52 Module Eleven: Negotiating on Behalf of Someone Else ..................... 48 Module Ten: Negotiating Outside the Boardroom ............................................................................................. 30 Module Seven: About Mutual Gain ................................................................................................................................................................................... 40 Building an Agreement .............................. 54 Choosing the Negotiating Team ........... 55 Covering All the Bases................................................................. 33 What Do I Want? .................... 41 Setting the Terms of the Agreement .................................................... 42 Module Nine: Dealing with Difficult Issues ................. 44 Dealing with Personal Attacks ........................................................................................................................................................................................................................................ 35 What Do They Want? ................................................................................................................................... 58 ... 37 Module Eight: Phase Three — Closing ......................................................................................... 39 Reaching Consensus........................................................................... 43 Being Prepared for Environmental Tactics ....................................................... 57 Module Twelve: Wrapping Up .......................................................................................................... 31 Three Ways to See Your Options.............................................................................................................................................................................................................................................................................................................................................................................................................................. 51 Negotiating via Email ........................................................................................................................................................................................................................................................................................................................ 49 Adapting the Process for Smaller Negotiations .......................................................................................................... 47 Deciding When It’s Time to Walk Away........ 58 Words from the Wise ...... 45 Controlling Your Emotions ......................................................................................................................................................................................................................................

But if you’re not frightened by these things. have you ever…    Decided where to eat with a group of friends? Decided on chore assignments with your family? Asked your boss for a raise? These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation. For example. the opportunities are just as great today as they ever were. suits. and ways to build win-win solutions for all those involved. Notes . Although people often think of boardrooms.” the truth is that we negotiate all the time. and million dollar deals when they hear the word “negotiation. tools to use during a negotiation.Success in business requires training and discipline and hard work. David Rockefeller Module One: Getting Started Welcome to the Negotiation Skills workshop.

and the skills needed for successful negotiating  Understand and apply basic negotiating concepts: WATNA.Workshop Objectives Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. WAP. and ZOPA  Lay the groundwork for negotiation  Identify what information to share and what to keep to yourself  Understand basic bargaining techniques  Apply strategies for identifying mutual gain  Understand how to reach consensus and set the terms of agreement  Deal with personal attacks and other difficult issues  Use the negotiating process to solve everyday problems  Negotiate on behalf of someone else Notes . By the end of this workshop. BATNA. you will be able to:  Understand the basic types of negotiations. With that in mind. the phases of negotiations. let’s review our goals for today.

Pre-Assignment The purpose of the pre-assignment is to get you thinking about negotiation. What do you think are the characteristics of a successful negotiator? 2. Take a few minutes and think about the following questions: 1. These skills are measurable in the following ways: Notes . I believe that my negotiation skills are effective in the following areas… 3.

Notes . We’ll consider the three phases of negotiation and the skills you need to become an effective negotiator. let’s take a look at two basic types of negotiation. Victor Kiam Module Two: Understanding Negotiation Before we get started.Information is a negotiator’s greatest weapon.

In a negotiation. This allows each party to make concessions on less important issues in return for concessions from the other party on more important issues.  Letting the other party make the first offer. In this type of negotiation. The more you know about the other party’s situation. An example of a distributive negotiation is haggling over the price of a car with a car salesman. Integrative negotiations are based on cooperation. Both parties believe they can walk away with something they want without giving up something important. Distributive negotiations involve a fixed pie. The success of integrative negotiations depends on a spirit of trust and cooperation. It might be just what you were planning to offer yourself! Notes .  Bridge building. There is only so much to go around and each party wants as big a slice as possible.Types of Negotiations The two basic types of negotiations require different approaches.  Information sharing. For example. Integrative negotiations involve:  Multiple issues. knowledge truly is power. The dominant approach in integrative negotiations is problem solving. Distributive relationships involve:  Keeping information confidential. the parties are less interested in forming a relationship or creating a positive impression. This is an essential part of problem solving.  Trying to extract information from the other party. you don’t want a car salesman to know how badly you need a new car or how much you are willing to pay. the stronger your bargaining position is.

both parties need to prepare for the negotiation. anything that has been decided during phase two cannot be formalized and will not take hold – leading to the necessity for further negotiation or an absolute breakdown in a relationship. both parties should work to restore relationships that may have been frayed by the negotiation process. After the negotiation. and WAP (see Module Three). the second phase cannot happen in any meaningful sense because no-one knows where they stand. Without the third phase. Negotiations are. Before the process begins. It is essential to pay attention to all the phases of negotiation.The Three Phases The three phases of a negotiation are: • Phase One: Exchanging Information • Phase Two: Bargaining • Phase Three: Closing These phases describe the negotiation process itself. the exchange of information and the establishment of bargaining positions. WATNA. after all. Notes . This involves establishing their bargaining position by defining their BATNA. about the art of the possible. Without the first phase. It sets a scene for demands to be manageable and reasonable. It also involves gathering information about the issues to be addressed in the negotiation.

while understanding what the other parties will be happy with. Knowing that there must be concessions. it is necessary to establish what you are looking for and what you are prepared to accept. negotiations will be difficult if not impossible.Skills for Successful Negotiating These are some of the skills needed for successful negotiating. each party in the negotiation is required to adopt an attitude of understanding that they must get the best deal possible in a way which is acceptable to the other party. If participants do not mention any of these. Key skills include:  Effective speaking  Effective listening  A sense of humor  A positive attitude  Respect  Self-confidence  Emotional intelligence  Persistence  Patience  Creativity Without the above factors. add them to the list yourself. The necessity for negotiation arises because neither party will be able to get everything they want. Notes . The importance of effective speaking and listening is clear.

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