aventus knowledge series negotiation skills nov 2010
TRANSCRIPT
Aventus Partners
Aventus Knowledge
Series Negotiation Skills
Aventus Partners 1 | P a g e
Negotiation skills
egotiation is something that we do all the time both in social and business contexts. In fact extensive studies
have been conducted to establish that anything that is the outcome of a negotiation is negotiable.
Think about the things that you will not negotiate on, and those that you would be willing to negotiate on?
In an organization environment we all negotiate either within the organization or outside the organization. Sales personnel negotiate with clients when selling the company’s product or services. A software engineer may be negotiating with the client on the scope of the project. An HR manager
may be negotiating with the finance function for HR department’s budgets.
At home we are negotiating with our family members in a multitude of ways. From the program that the family watches on TV, to the purchase of a new house, to which restaurant to go to on a weekend and many such.
It is an important business skill as well as a life skill .Countless books have been written on this subject ranging from best sellers like Ed Cohens “You can negotiate anything” to research projects focusing on negotiations and dispute resolutions in international conflicts that can change the history of mankind.
Why get trained on negotiation skills
sn’t it something we are all familiar with?
Negotiation is not to be viewed negatively, or something that one does only under
duress as is commonly perceived but can be used as an effective process to build long term partnerships, create value and as understood in its traditional sense resolve disputes.
Some of us proudly say “we don’t negotiate “. If you are one of those, or are familiar with someone pause and think - what are the opportunities that one is missing out when one adopts this stance.
A substantial body of theory and knowledge is now available on this subject. Formal training helps one take advantage of this knowledge.
In addition it helps us decide on the negotiating approach that needs to be used depending on an understanding of the context , develop flexibility in our style ,
enables us to identify the style that is deployed by others , think a couple of steps ahead of the other party and clearly set the agenda for the negotiations.
It will help us define for ourselves situations when one will negotiate and when one withdraws gracefully.
We become more skilful in the use of information, exercise of power and managing time the three critical variables in any negotiating process.
We begin to discern the real value that other people place on the ‘negotiables’ (the items that are negotiated).
We learn to place demands without being ashamed or reluctant, we look at ways in which needs can be assessed, we appreciate better the sources of conflict, we learn how to make concessions and close the interaction to satisfaction
N
I
Aventus Partners 2 | P a g e
Typically the courses range from one day training sessions, to 5 day sessions and are aimed at making participants:
1. More aware of the process and the key elements in a negotiating situation
2. Familiar with alternative strategies available to negotiators and skills to choose among those alternatives to achieve a desirable settlement
3. Cognizant of their preferred Negotiating styles and their ability to be flexible depending on the situation.
4. Sensitive to their thinking and behavioral patterns /habits while negotiating
They provide a structured means to analyze negotiations and a set of tools to improve negotiation skills.
Simulations and role plays set in variety of contexts, from simple two-party encounters to complex multiparty scenarios are the predominant modes used to develop this skill. Learning by doing has been proven as the most effective mechanism for self awareness and initiating behavioural change.
We will participate in a set of activities where we would be assigned roles. In a role play
/simulation we are essentially slipping into a situation .However we are interpreting the scenario based on our life experiences and world views. Our emotions and feelings are truly yours. Have no doubts -the way you behave in a simulation/role play is essentially you.
Think about a child whom you know well and have observed closely. It could be your child when he was young, could be your nephew/niece, neighbour’s kid. Does the following resonate?
They demand to know "Why". They are persistent and creative. A rejection merely whets their creativity. If they move past the parental "Because I said so", they may overcome the objection.
They do not give up easily, and ask for more than they want. They do not take "No" for an answer. They know that 'no' means 'maybe'.
Since kids hear 'no' as 'maybe', they relish the opportunity to convert 'no' to the 'yes' column. For instance, Surya asked, "what if I do tomorrow's homework today? Then Abhi and I can go to the mall until dinner.” How often do you see adults display these behaviors?
Know Yourself Better
The questionnaire below will help you analyze your own proficiency levels on various facets of this skill.
Think of situations in the past, look at the behaviours you exhibited, recollect the way you felt, the thoughts that went through your mind and rate yourself on the following scale.
Aventus Partners 3| P a g e
I am aware of alternative negotiating styles Yes somewhat No
I am aware of my predominant negotiation style. Yes somewhat No
I am able to adopt different negotiating styles /approaches appropriate to the situation, including the other parties’ style.
Always Sometimes Never
I am able to gather the critical facts and information relevant to a negotiating situation including the needs of the other parties.
Always Sometimes Never
I am able to make my demands clearly and confidently. Always Sometimes Never
I am able to make concessions and trades effectively. Always Sometimes Never
I am able to identify my sources of power and use them effectively.
Always Sometimes Never
I am able to use negotiating situations to build long term relationships
Always Sometimes Never
I am comfortable at the prospect of an impending negotiation Always Sometimes Never
I would rate my negotiation skills as Out Standing Very Good Average
Below Average
Improvement in this skill will impact my business/professional and personal life
Significantly To a great extent
To some extent
To a Very limited extent
Bangalore | Delhi | Kochi
Aventus Partners is an HR solutions firm that enables clients Acquire, Develop and Manage talent.
E- mail:
Offices:
v Aventus Partners 40/48, Ground Floor, Pocket 40 EPDP Road, CR Park, New Delhi-110019 Phone +91 11 40561242-45 Fax +91 11 40561241
v Aventus Partners 919, 2nd Stage, Varthur Main Road, Tubrahalli, Bangalore- 560 066 Phone +91 80 3253 7215, +91 80 2854 3089
v Aventus Partners Personal Chamber, Natham’s House, Chittoor Road, Cochin- 682035 Phone: +91 484 3248780
AVENTUS PARTNERS
www.aventus.in