attitude and understanding the surprising ways you can improve your negotiation skills
TRANSCRIPT
LEARNING & DEVELOPMENT
“THE MOST SUCCESSFUL PEOPLE AND BUSINESSES NEVER STOP LEARNING”
This session will start at 12:45
Attitude and understanding:Improving your negotiation skills.
User guide
Questions/ comments: chat box
Host only
All participants
Write here…..
You are a leader responsible for a project due to be delivered on Wednesday (today is Friday). You are behind schedule and it will reflect badly on you (and the team) if the project is late so you will have to demand that the project team work some of the weekend and late early next week (they won’t like it).
One of the team comes to you and asks if he could have Thursday off. Would you:
1. Agree to the day off2. Say no to the day off3. Explain that the project is late and that you can’t
agree to the day off as the rest of the team will suffer even more
4. Ask why the team member wants a day off at such short notice
5. Something else…
Define what we mean by negotiation
Briefly look at the process
Explore the importance of attitude
Identify a range of behaviours useful in negotiations
Explore “perceived value”
Agenda
…working side by side to achieve mutually beneficial and satisfactory results
…a process through which parties move from their initially divergent positions to a point where agreement can be reached
What is Negotiation?
Types of Negotiation
Personal
Business
FinancialNon-Financial
FamilyFriendsPartnersKidsetc
Project team membersBossPeersOther colleagues
Purchasing and selling goods and services
Selling/buying car House
The Negotiation Process
Preparation
Opening
Analysing/Influencing
Deal making
Closure
Documentation
The importance of attitude…
Distributive
The importance of attitude…
Integrative
Attitude
Focus o
n o
wn n
eeds
Focus on other’s needsLo
Lo
Hi
Hi
Covey’s “win/win” matrix
Win/Win
Lose/Lose
Win/Lose
Lose/Win
Relationships
Personal
Business
FinancialNon-Financial
FamilyFriendsPartnersKidsetc
Project team membersBossPeersOther colleagues
Purchasing and selling goods and services
Selling/buying car House
Pro
fit
Impact
Supply RiskLow
Low
Hi
Hi
Kraljic matrix
Leverage Items Strategic Items
Non-critical Items Bottleneck Items
Exploitation of purchasing power
Diversify, balance or exploit
Efficient processing Volume assurance
Supplier Perspective
Account
Att
ractiveness
Relative ValueLo
Lo
Hi
Hi
Supplier Preferencing matrix
Development
Nurture clientExpand business
Seek new opportunities
Core
Cosset clientDefend vigorously
High service and response
Nuisance Exploitable
Give low attentionLose without pain
Drive premium priceSeek short-term
advantageRisk losing customer
Attitude
Focus o
n o
wn n
eeds
Focus on other’s needsLo
Lo
Hi
Hi
Covey’s “win/win” matrix
A B
Values Iceberg
VALUES
BELIEFS
ATTITUDES
CAPABILITIES
BEHAVIOURS
EXPECTATIONS
Behaviour
Focus o
n o
wn n
eeds
Focus on other’s needsLo
Lo
Hi
Hi
Compromising
Covey cf Thomas-Kilmann
Variables
A BImportant to me Important to you
Consider ALL the variables – be creative
Identify those that wouldn’t cost much to give way on
Identify the key ones for you and ‘how much’ you really need of each
Emphasise the value of concessions you make
Downplay the value of concessions you receive
Variables
How much is a bottle of water worth?
How much would you pay for it if you were…
Standing next to a free water cooler with an empty
bottle?
In a country where you can’t drink the tap water?
Close to a shop where the price of a bottle is £1?
Close to a shop where the price of a bottle is £2?
Dying of thirst in a desert?
Perceived value…
If you were buying my car…
“The Life of Brian”
Perceived value…
Consider ALL the variables – be creative
Identify those that wouldn’t cost much to give way on
Identify the key ones for you and ‘how much’ you really need of each
Emphasize the value of concessions you make
Downplay the value of concessions you receive
Remember perceived value is what matters
Variables
Attitude is key to successful negotiation outcomes
Attitude is even important in the planning stage
Relationships are nearly always important
A range of behaviours will enable us to better maintain relationships
Variables are the way in which we are able to make ‘bigger pies’
Summary
Contact us
NAME: Sayuri Espinoza
EMAIL: [email protected]
OFFICE: +44 (0) 20 7304 6922
FAX: +44 (0) 20 7304 6845
“THE WIDEST RANGE OF TRAININGPROGRAMMES DESIGNED FOR ENGINEERSAND BUSINESSES WITH TECHNICAL PEOPLEAROUND THE WORLD”