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Negotiation

Negotiation. Tony Bourke 29 th July 2 010. Welcome. Emergency exits Toilets Mobiles Handout Break Questions - 12 Finish. Negotiation. Negotiate Continually. NTPF Suppliers Staff Professions Family NHI …. Negotiation. Trading / exchanging

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Negotiation

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  1. Negotiation Tony Bourke 29th July 2010

  2. Welcome • Emergency exits • Toilets • Mobiles • Handout • Break • Questions - 12 • Finish

  3. Negotiation

  4. Negotiate Continually • NTPF • Suppliers • Staff • Professions • Family • NHI • …

  5. Negotiation • Trading / exchanging • If I agree to do this, will you do that? • Conditional offer • Children

  6. Old Negotiators • Aggressive • Take it or leave it • Problems • Fists & finger • Lies • Victory • …

  7. If They Aggressive • Listen • Ask questions – “tell me more about that” • Silence • Summarise • Time Out • Walk Out

  8. Three Types • Lose-Lose • Win-Lose • Win-Win

  9. New Negotiators • Collaborative • Both sides have needs • Listen • Solutions • Options • Logic • Give ‘n take

  10. Negotiation Process Underdone

  11. Preparation • What we want (range) • What they will want • Other options

  12. Options = BATNAs • Negotiator with more options succeeds • Alternatives / options • “Well what about…” e.g. car

  13. Car BATNAs

  14. The Pie • Enlarge the pie • Salespeople • 10% discount - hurts • 10% extra free - helps • More for same money

  15. Negotiation • If don’t ask, won’t get

  16. Negotiation Rules

  17. Rules • Lots of time • Trading > begging • WAP (walk away position) • Know power e.g. Russia v Ukraine • Gifts not reciprocated

  18. Rules (contd.) • Authority • Never accept first offer • Options beat problems • Interests beat positions • Deal ain’t done till ‘tis all done

  19. Communicating

  20. Good Negotiators • Ask questions (talk) • Listen • Silent • Summarise • Study body language

  21. Hands

  22. Defensive

  23. Fingers

  24. Achieves Little

  25. Power

  26. Eye Contact

  27. What to Do?

  28. Matching - Good

  29. Tight Team

  30. No Preparation

  31. Walk

  32. Money not Everything

  33. Ah Go On

  34. Leaning & Tilting

  35. No Need

  36. Concessions

  37. Concessions • Both sides concede or no deal • Narrowing gap e.g N Ireland

  38. They Go First or You Go High • Ask other side to concede • Large = more to come • Small = little to give • If you concede first • Aim high – can drop • Set anchor

  39. If Asked for Concession • “Is that it?” • Bundle concessions before move • All concessions conditional • If we agree to take more residents, will you increase the weekly fee?

  40. Conceding • Concede things that do not matter • Trainer – free course • Solicitor – review contract • Priest – say prayers • Salesperson – warranty • Home – minister visit

  41. Concessions • Groan, moan & wince • Take time out • Something in return • Agree reluctantly

  42. Tactics

  43. Other Side Might • Rush you • Good cop – bad cop • Conflict / aggression • We’ll document • Introduce surprises • …

  44. Good Tactics • Drink coffee & chat • Check authority • Start with easy issue (hard issue at end) • “Will you kicks things off” • Benefits - 1 at time (dilute)

  45. Good Tactics (contd.) • Open questions • Tell us why that is important • Help us to understand your issue • Can you describe what you are seeking • Can you explain your calculations • Talk to us about HIQA rules • They talking = you gaining

  46. Team Negotiations

  47. Teams • Preparation incl. role plays • Discipline (blurter) • Small > large • 1 leader / captain / speaker • Time out • Good cop – bad cop

  48. Money • Typically No. 5 or 6 • Improve payment terms • Pay for other services • Provide incontinence wear • Freeze public healthcare wages • Reduce HIQA overheads • …

  49. Concluding Negotiations

  50. Conclusions • Summarise agreement • Confirm with everybody • Who will document? • Leave • Salami effect – small favour please?

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