Negotiation fundamentals
A roller-coaster through the fundamental principles and techniques of negotiation.
These are the five stops on the ride that will release your potential to make great agreements on behalf of yourself and your organisation.
Communication
Great negotiators know how to
• present themselves, their organisation and their aims
• listen, ask, clarify, probe
• express their views and engage with those of others through feedback
• show awareness of cultural difference - both organisational and ethnic
Interests
Some people remain locked in intransigent positions.
This limits a negotiation to a verbal head-butting contest.
Great negotiators know how to focus on interests and how to use them.
From that fundamental approach, they establish a fluid basis for building value-laden deals and agreements.
Relationships
Great negotiators are savvy about the importance of relationships. Being able to build and maintain them is essential. They know how to weigh up factors that affect the relationship as well as the deal, such as price, terms and milestones.
This gives them a head start for the current business and a foundation for the future.
Tactics
Tactics determine how you pursue your aims and handle those of the other side.
Great negotiators know how to
• influence
• manage conflict
• collaborate
• use support
• handle difficult moments
• deal with ploys
• conclude an agreement - or, sometime, walk away
Planning
Inspired chefs often spend more time preparing than cooking. Great negotiators realise that planning affects the quality of what happens at the table. They
• do their homework on issues, detail and people
• understand aims and resources
• clarify who has authority
• understand the difference between what must be done and what might be done
• generate alternatives and think through their counterparts' options.
This workshop gives you the opportunity to stretch yourself, whether you are a negotiator who has not had much formal development or one who has only just boarded.
Join us for the ride - you'll get off at a stop called VALUE - for you and your business.
