Post on 23-Jun-2015
Welcome � مرحبًا
Negotiation skills
Khaled A. Anter
04/13/2023
Oil & Gas Skills
3
Negoti
ati
ons… The hardest thing
about negotiation is that it must start with
knowing what you what”
04/13/2023
Oil & Gas Skills
4
Now, tell me about you
& What do expect from this course
04/13/2023
Oil & Gas Skills
5What does our genetic memory say about
negotiations?
04/13/2023
Oil & Gas Skills
6
Cours
e
obje
ctiv
es
Prepare to negotiate in a
business environment
Initiate negotiations and
follow through on their
results Negotiate with your partner Follow through on a
completed business negotiation Negotiate in unique
business circumstances
04/13/2023
Oil & Gas Skills
7
Gro
und r
ule
s
Start at 9:00 am, finish at
2:00 pm 2 breaks : (10:30 am – 10:45
am) & (12:00 pm – 12:45
pm) Phones silent please – no
calls in class Share your experience &
give feedback Only address the presenter –
no side talk Take notes if you will Enjoy your time & have fun
04/13/2023
Oil & Gas Skills
8
Cours
e c
onte
nt 1.Preparing to negotiate2.Initiating negotiation
3.Negotiating4.Follow through5.Negotiating in special
circumstances
04/13/2023
Oil & Gas Skills
9
1. Pr
epari
ng t
o
negoti
ate
A.Establishing a successful
mindsetB.Research the other party
C.Determine the value of the
item being negotiated
D.Determining where you’d
like negotiations to take
placeE.Establishing your best- and
worst-Acceptable outcomes
F. Research your best alternative to a negotiated
agreement (BATNA)
04/13/2023Oil & Gas Skills
10
04/13/2023
Oil & Gas Skills
11
2. In
itia
ting
negoti
ati
on
A.Establishing rapportB.Establish your statusC.Choose the communication method
for negotiationD.Establish the rules of
engagementE.Set a time lineF. Establish how negotiation
results will be communicated and implemented
04/13/2023
Oil & Gas Skills
12
3. N
egoti
ati
ng
A.Encourage the other
party to issue the first
proposalB.Make the first proposalC.Counter the offer or
proposalD.Accept an offer or abort negotiations
E.Work through an impasse
04/13/2023
Oil & Gas Skills
13
4. Fo
llow
thro
ugh
A.Evaluate the success
of the negotiationB.Follow up on the
relationship
04/13/2023
Oil & Gas Skills
145. N
egoti
ati
ng in
sp
eci
al
circ
um
stance
s
A.Cross-cultural negotiationB.Cross-generational
negotiationC.Negotiation with supervisors and subordinates
04/13/2023
Oil & Gas Skills
15
The t
en
com
mandm
ents
of
negoti
ati
on
04/13/2023
Oil & Gas Skills
16
The First CommandmentSell first, and then negotiate
(but only if you have to)
04/13/2023
Oil & Gas Skills
17The Second CommandmentNever concede, always trade
04/13/2023
Oil & Gas Skills
18
The Third CommandmentWin/Win is not 50:50
04/13/2023
Oil & Gas Skills
19The Fourth
CommandmentSilence is Golden
04/13/2023
Oil & Gas Skills
20
The Fifth CommandmentPrepare and plan with great care
(Facts and Statistics)
04/13/2023
Oil & Gas Skills
21
The Sixth CommandmentIdentify and use your levers
04/13/2023
Oil & Gas Skills
22The Seventh Commandment
Logic is not persuasive
04/13/2023
Oil & Gas Skills
23The Eighth
CommandmentDon't just cut the pie, grow it
04/13/2023
Oil & Gas Skills
24
The Ninth Commandment
Develop your behavioral skills
04/13/2023
Oil & Gas Skills
25
The Tenth Commandment
Keep all the balls in the air until the end
04/13/2023
Oil & Gas Skills26
Of course, like
any good set
of Ten
Commandmen
ts, there is an
eleventh…
04/13/2023
Oil & Gas Skills
27The Eleventh Commandment'No deal' is better than a bad deal
04/13/2023
Oil & Gas Skills
28
Rem
em
ber
!you get what you
negotiate, not what you deserve
04/13/2023
Oil & Gas Skills
29
Als
o
Rem
em
ber
!The best time to make
a request is BEFORE
you accept an offer
04/13/2023
Oil & Gas Skills
30
Role playLet’s negotiate …
04/13/2023
Oil & Gas Skills
31
Thank youHave a good deal