negotiation skill potx
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Negotiation…
Negotiation
The process of give and take in Bargaining
–
Not Good Or Bad
Process
–
Skill that can be learned
–
More than good interpersonal skills
Negotiation,,, !
Many avoid negotiation to avoid conflict,
Negotiation is about “power’ Not who is
powerful
Always control yourself and your actions
Beginning to Negotiate
Be Prepared
Establish your goals and bottom line clear
Reflect before you start
Develop written plan
–
Will Give
–
Will Get
Plan for Negotiation
Plan questions to ask
Plan to listen
Can’t listen if you are talking
Meet face to face
Body Language
Tells you what others are thinking….
Flinch.
Sigh.
–
Will sweeten the offer.
If you don’t flinch it means you like the offer.
Effective Negotiators
Good listeners
What really want and willing to concede
Silence is “POWERFUL”
Flexibility
–
Must be able to negotiate term
Creativity
Six Negotiation Tips
Know what you want and don’t want
Know what your counterpart wants
Know what you are willing to give up
Know your alternatives
Know your subject matter
Rehearse, Rehearse ,Rehearse
Win -Win
Strong knowledge of subject matter and belief in
Win –Win
Persuade and do your homework.
Getting a substantial win for you and satisfactory
win for others
Three P’s
–
Prepare
–
Probe
–
Propose
Preparation Is Key
Do not assume anything
Seek to understand before you seek to be
understood
The less you say , more you focus on others
words
Questioning
Use communication skills
Avoid probing
Use interview style not interrogation
Proposals
Done your homework,listened,probed,
ready to make an offer….
Don’t make first offer and NEVER
immediately accept first.
Proposal
If you have to make a first offer-
–
Make it very high/low so that you have room to
move.
–
Avoid wielding the knife , even if you have the
advantage.
Save the relationship if the deal is lost
Things not to do…
Set traps
Care too much
Mind read
Offend
Bring your ego in to it
Disclose your deadline
Stop learning
Assume you know it all
Rules of winning with Integrity
Know opponent
Convince others of your options
Set limits before negotiation
Operate not antagonize
Show no fear
Learn to listen
Don’t beat a dead horse
Develop relationships not conquests
