***I Make The Different (IMTD workshop)***
MODULE 3: NEGOTIATION SKILL
The Introduction
Negotiation is usually considered as a
compromise to settle an argument or issues to
benefit ourselves as much as possible.
Negotiation Process
Preparation and planning
We must know: what we want from the
negotiation? What is our goal? We also want to
prepare an assessment of other parties.
Definition of Ground Rules
Who will do the negotiation? Where will it take
place? What time constrains?
Clarification and Justification
When initial positions have been exchanged,
both of us and other party will explain, amplify,
clarify, bolster and justify our initial demands.
Bargaining and Problem Solving
It is here where concessions will undoubtedly
need to be made by both parties.
Closure and Implementation
Formalize the agreement that has been worked
out.
Why we need to negotiate?
- To increase sales and profit
company.
- Negotiate better deals and contract
- Solve problem
- Procure items
- Seize an opportunity
- Avoid being cheated
NEGOTIATION TACTICS
WIN-WIN NEGOTIATION
Both parties collaborate to find a "win-win"
solution to their dispute. This strategy focuses
on developing mutually beneficial agreements
based on the interests of the disputants.
LINKING
When you are building agreements, link items
together, building a web of commitment. Use
the word 'if...' a lot. Say 'If you...then I..’.
Make agreements conditional upon things
being achieved. You can link weak issues with
strong ones, making it conditional.
RUSSIAN FRONT
Offer them something that they will never
choose. Dress it up so that it seems more
reasonable. Make it seem inevitable. Show
how it is going to happen. Then offer them the
alternative that you really want them to
choose.
AUCTION
When many parties want one thing, set them
against one another. Bring them all together
and let them know that only one will get what
they want. This can be used to make both
sellers and buyers compete.
BETTER OFFER
When the other person makes an offer, say
that you have already received a better offer
from somebody else. If they ask what that
offer is, then you may or may not choose to
tell them. If you do, then you have the
opportunity to set a lower limit that the other
person knows that they cannot go below.
of
CHANGE THE NEGOTIATOR
Change the person who is doing the
negotiation for your side. The new negotiator
then goes over all the decisions and
agreements. Or maybe starts rebuilding a
relationship that has turned sour.
REDUCING CHOICE
Reduce the choices that the other person has
to a limited number. In offering choices, you
can of course provide biased choice, Making
the things you want the best or only things
that they choose. Avoid offering too many
choices at once.