Professional Documents
Culture Documents
Negotiating Skills
Negotiating Skills
Negotiating Skills
Negotiation Objectives
Power is a critical element when developing
objectives. The selling/purchasing team must ask,
Do we need them more than they need us?
What part of our service is most valuable to them?
Can they get similar products elsewhere?
In the optimal situation, both parties share balanced
power, although this is rare in practice.
The negotiator must answer four
planning questions:
What is the minimum that I can accept?
What is the maximum I can ask for without
getting laughed out of the room?
What is the maximum I can give away?
What is the least I can offer without getting
laughed out of the room?
Principled Negotiation
Principled negotiation suggests that you
decide issues on their merits rather than
through a haggling process focused on what
each side says it will and wont do. It suggests
that you look for mutual gains wherever
possible.
1. Assertiveness
2. Inventing Creative Options
3. Dealing With Emotion and Conflict
4. Gaining Agreement and Commitment
5. Discovering Interests and Common
Ground
Qualities of a Good Negotiator
(Cont.)
1. Developing Win Win Solutions
2. Questioning Skills
3. Listening Effectively (including summarizing
and reflecting)
4. Understanding Body Language
5. Establishing Rapport
The Original 8-steps
1. Prepare
2. Argue
3. Signal
4. Propose
5. Package
6. Bargain
7. Close
8. Agree
Preparation- ECQ
Jewel in the crown of effective negotiation. Get the eleven
crucial questions right and your performance in
the negotiation dramatically improves.
Do your homework
Practice what you preach
Don't rush to judgment
No pigeonholing
Be flexible.
Self-Realization Reaching Your
Negotiators Needs Potential
Psychological Independence
Creativity
Need Hierarchy Self-Expression
Esteem Responsibility
Needs Self-Respect
Recognition
Sense of Accomplishment
Social Companionship
Needs Acceptance
Love and Affection
Group Membership