Fasset Negotiation Skills Slides Presentation
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Transcript of Fasset Negotiation Skills Slides Presentation
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Negotiating Skills to Reach a Deal
April / May 2012
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Introduction to Negotiation
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Introduction to Negotiation
• How would you define negotiation?
• What other words do you associate with negotiation?
• Terminology used in negotiations
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Individual Exercise
What scenario do you want to focus on?
Who is involved?
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Individual Exercise
Describe the current situation?
What are you willing to give in order to get?
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Individual Exercise
Issues Outcomes
Realistic Acceptable Worst possible
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Interpersonal Skills
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Interpersonal Skills
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Interpersonal Skills
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Interpersonal Styles
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Interpersonal Skills
• Avoider: dislikes conflict
• Compromiser: fair-minded people interested in maintaining relationships
• Accommodator: resolve interpersonal conflicts by resolving the other person’s problem
• Competitor: winning is the main thing
• Problem-Solver: seeks to find the underlying problem, use brainstorming to solve
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Interpersonal Skills
• You are one of ten people at a conference table, each person sitting across from one another
• Someone comes in the room and says “I will give R1,000 to the first person who can persuade the person sitting across from them to come and stand behind his/her chair.”
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Interpersonal Skills
Results• Avoider: says I don’t want to play, look foolish• Compromiser: both offering R500, starts running to other
side• Accommodator: runs to other side, negotiates later• Competitor: sits tight, demands other person move• Problem-Solver: “let’s both get behind each others chairs,
we can each make R1,000.”
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What Makes a Good Negotiator?
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Group Activity
You have 10 minutes within your small group of three to brainstorm a list of the 10 key skills that successful negotiators need.
List your key skills and note the reason why each of your ten skills is crucial to you as a negotiator.
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Group Activity
Key Skills Reasons
1 1
2 2
3 3
4 4
5 5
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Negotiator’s Ratings
Planning skills
IntegrityVerbal clarity
Thinking Under Stress
General Practical Sense
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Negotiator’s Ratings
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Negotiator’s Ratings
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Individual Exercise
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Results
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Body Language
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Body Language
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Body Language
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Body Language
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Body Language
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Steps of Negotiation
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Planning
• Negotiators with high aspirations consistently outperform those with low aspirations.
• By adopting a high aspiration base, negotiators create sufficient room to make and request the necessary concessions.
• High aspirations generate positive psychological energy and prevent a negotiator from being rigid and defensive.
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Planning
• A high aspiration communicates confidence to the other party and generally prevents irrational negotiation behaviour.
• High aspirations require the other negotiating party to expend more energy in trying to lower these aspirations, thus not focusing on promoting its own aspiration.
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Planning
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Planning
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Planning
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Planning
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Setting Goals and Objectives
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Opening Position
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Opening Position
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Opening Position
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Opening Position - Agenda
Number Issue Sequence Priority
Negotiator
Priority
Opposer
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Bargaining
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Bargaining
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Agreement and Close
• Put pen to paper and agree on the way forward
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Questioning Techniques
• An OPEN question is one that encourages a full response
• A CLOSED question is one that can be answered with a short answer
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Questioning Techniques
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Ethical Negotiation
• INDIVIDUAL EXERCISE - A question of ETHICS
• Decide whether or not the approach would be appropriate p42 - (the deal is important to you)
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Influencing Techniques
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Practical Role Play
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Tactics
• Competitive Tactics
• Avoidance Tactics
• Compromising Tactics
• Collaborative Tactics
• Accommodating Tactics
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Tactics
Negotiation Gambit Description How to Overcome it
Good Cop/Bad Cop
Cherry Picking
Walking Away
Split the Difference
Flinch
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Closing Techniques
• Concession close
• Summary close
• Adjournment close
• “Or Else” close
• Either or close