Negotiate

Http://www.power-hour.co.uk – Bite Size Training Materials

Negotiate

Negotiate

Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015

By the end of the Power Hour you will be able to:

• Explain and apply the 4 stages of the negotiation process

• Recognise the skills and behaviours associated with successful negotiation

• Alter your negotiation style to reflect positional and principled negotiations.

Negotiate

Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015

Understanding Negotiation• Negotiation is not bargaining or bartering. Here, one person is

simply asked to give concessions, was the other person makes gains. This is a win-lose situation.

• When negotiating, two people are striving to achieve a win-win outcome, where both may concede certain items, but both also made gains.

• Negotiation focuses on solving a problem rather than forcing choices.

Negotiate

Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015

The Negotiation Process

PrepareClarifying

your objective

Preparing yourself

Considering the other

person

Open Building rapport

Raising the issue

Explaining desired

outcomes

Discuss Asking questions

Making suggestions

Considering options

Agree Summarising agreement

Clarifying next steps

Negotiate

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Prepare

You (attitude)

Right frame of mind

Open mind

Outcome

Ideal, minimum and acceptable

outcomes

What will you give/concede?

Other person

Put yourself in their shoes

Identify what they want

Assume the best

Negotiate

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OpenBuild

Rapport

Relax

Adopt similar tone and gestures

Get to know each other

Raise the Issue

Be clear about what

you want

Be polite and assertive

Outline expectations

Ask politely and directly

Be specific

Negotiate

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DiscussAsk

questions

Understand the other

person’s needs

Actively listen

Test assumptions

Making suggestions

Use ‘POP’

Offer multiple options

Test ideas

Consider options

Be flexible and open-minded

Stay focussed on the goal

Negotiate

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Agree

Summarise

Review progress

Check common

understanding

Focus on points of

agreement

Agree next steps

Be clear about what will

happen now

Be specific

Negotiate

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Negotiation Skills

Asks good questions

Excellent listener

Well prepared

Open mindedPositive and

optimistic

Creative

Flexible and adaptive

Assertive & determined

Honest and trustworthy

Empathetic

Patient and persistent

Focused on the ‘big picture’

Quick thinking

Negotiate

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Approaches to Negotiation

Positional Negotiation

Principled Negotiation

Negotiate

Http://www.power-hour.co.uk – Bite Size Training MaterialsHttp://www.power-hour.co.uk – Bite Size Training Materials 2015

Make it Work at Work

What are you going to DO as a result of

this Power Hour Session?

Negotiate

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These slides have been produced as an optional resource to support a Bite-Size Training session on this

subject.

A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting

activities can be purchased for just £30 from our Training Shop

Our Training materials are licence-free, but are for use by the purchaser only.

They CANNOT be passed or sold on.