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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”

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Now, tell me about you

& What do expect from this course

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5What does our genetic memory say about

negotiations?

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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

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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

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Cours

e c

onte

nt 1.Preparing to negotiate2.Initiating negotiation

3.Negotiating4.Follow through5.Negotiating in special

circumstances

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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)

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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

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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

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4. Fo

llow

thro

ugh

A.Evaluate the success

of the negotiationB.Follow up on the

relationship

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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

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The t

en

com

mandm

ents

of

negoti

ati

on

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The First CommandmentSell first, and then negotiate

(but only if you have to)

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17The Second CommandmentNever concede, always trade

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The Third CommandmentWin/Win is not 50:50

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19The Fourth

CommandmentSilence is Golden

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The Fifth CommandmentPrepare and plan with great care

(Facts and Statistics)

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The Sixth CommandmentIdentify and use your levers

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22The Seventh Commandment

Logic is not persuasive

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23The Eighth

CommandmentDon't just cut the pie, grow it

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The Ninth Commandment

Develop your behavioral skills

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The Tenth Commandment

Keep all the balls in the air until the end

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Of course, like

any good set

of Ten

Commandmen

ts, there is an

eleventh…

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27The Eleventh Commandment'No deal' is better than a bad deal

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Rem

em

ber

!you get what you

negotiate, not what you deserve

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Als

o

Rem

em

ber

!The best time to make

a request is BEFORE

you accept an offer

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Role playLet’s negotiate …

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Thank youHave a good deal