Negotiation skills A quick training session from

1. Negotiation skills A quick training session from

2. Understand the process Your objective is: • To predict the needs of the other person. • To try to meet these needs but without losing sight of your own objectives. To achieve a win-win situation for both parties. If they loose out, then you win the deal - but damage the relationship.

3. Step 1. Be prepared. • Most negotiations are won or lost before you go into the room

4. Step 1. Be prepared. • Most negotiations are won or lost before you go into the room • So do your homework and plan meticulously.

5. Step 1. Be prepared. • Before you go into the meeting, decide exactly what your ‘musts’ are (what is absolutely critical) and what your ‘wants’ are (things you’d like to have to maximise the deal). Be very clear which is which.

6. Step 1. Be prepared. • Agree with your line manager what the opposing party’s ‘musts and wants’ are likely to be.

7. Step 1. Be prepared. • Agree with your line manager what the opposing party’s ‘musts and wants’ are likely to be. • Try and anticipate what their reactions might be to your ‘wants’ and plan your moves in advance.

8. Step 1. Be prepared. • Agree with your line manager what the opposing party’s ‘musts and wants’ are likely to be. • Try and anticipate what their reactions might be to your ‘wants’ and plan your moves in advance. • Agree what their compromise position is likely to be.

9. Step 1. Be prepared. • Agree the absolute limit of your compromise position with your line manager.

10. Step 1. Be prepared. • Agree the absolute limit of your compromise position with your line manager. • Consider what contentious issues they may have and what to propose to deal with them.

11. Step 1. Be prepared. • Agree the absolute limit of your compromise position with your line manager. • Consider what contentious issues they may have and what to propose to deal with them. • Consider suggesting they throw down a challenge to the agency (Be careful though).

12. Step 1. Be prepared. • Preferably avoid negotiating an important deal over the telephone. Meet face to face if possible.

13. Step 1. Be prepared. • Preferably avoid negotiating an important deal over the telephone. Meet face to face if possible. • Agree with your line manager if the meeting is best held at the agency or at their offices.

14. Step 2. Control the meeting. • Arrive looking smart but unexceptional.

15. Step 2. Control the meeting. • Arrive looking smart but unexceptional. • Find common ground. Start negotiations by stating what you both agree on. (Immediately both parties will feel that they understand each other and any frustration/hostility should reduce accordingly)

16. Step 2. Control the meeting. • Be the one who takes the notes. ‘Whoever holds the pen holds the power’

17. Step 2. Control the meeting. • Be the one who takes the notes. ‘Whoever holds the pen holds the power’ • As you progress say ‘OK, can I just quickly write that down so I can confirm later what we’ve agreed’

18. Step 2. Control the meeting. • Be the one who takes the notes. ‘Whoever holds the pen holds the power’ • As you progress say ‘OK, can I just quickly write that down so I can confirm later what we’ve agreed’ • Show respect for everything that they say and never say ‘Your wrong’

19. Step 2. Control the meeting. • Make eye contact, keep calm and try to speak in a relaxed and measured voice. (Clearly avoid raising your voice – and using any other negative body language).

20. Step 2. Control the meeting. • Make eye contact, keep calm and try to speak in a relaxed and measured voice. (Clearly avoid raising your voice – and using any other negative body language). • Listen carefully to what’s being said. It will give you clues about where their compromise is likely to be.

21. Step 2. Control the meeting. • Keep any really contentious issues to the end. By the time you get to them, you’ve usually agreed on a lot; so there will be an air of agreement rather than hostility around the table.

22. Step 2. Control the meeting. • Keep any really contentious issues to the end. By the time you get to them, you’ve usually agreed on a lot; so there will be an air of agreement rather than hostility around the table. • If you disagree with something, don’t interrupt or react. Takes notes and hear them out.

23. Step 2. Control the meeting. • Keep any really contentious issues to the end. By the time you get to them, you’ve usually agreed on a lot; so there will be an air of agreement rather than hostility around the table. • If you disagree with something, don’t interrupt or react. Takes notes and hear them out. • If you interrupt they will feel that you haven’t listened to them properly, and you will loose control of the negotiation.

24. Step 2. Control the meeting. • Watch their body language carefully. This will instinctively guide you on how far to push the deal in the agency’s favour.

25. Step 2. Control the meeting. • Watch their body language carefully. This will instinctively guide you on how far to push the deal in the agency’s favour. • Consider using silence as a negotiation tool. People get uncomfortable after about eight seconds of silence, and naturally want to fill it; often with a compromise.

26. Step 3. Persuasion • Always be pleasant and polite. Use your charm. It’s a powerful tool of persuasion.

27. Step 3. Persuasion • Always be pleasant and polite. Use your charm. It’s a powerful tool of persuasion. • Don’t tell them what to think, but suggest, appeal, cajole and flatter them into making the best decision.

28. Step 3. Persuasion • Always be pleasant and polite. Use your charm. It’s a powerful tool of persuasion. • Don’t tell them what to think, but suggest, appeal, cajole and flatter them into making the best decision. • If the negotiation comes unstuck, return to the areas of common ground. Remind them of how much you’ve already agreed.

29. Step 3. Persuasion • If you do have to concede something, imply that it has been a major loss to you. This will make it more difficult for them to ask you for something else.

30. Step 3. Persuasion • If you do have to concede something, imply that it has been a major loss to you. This will make it more difficult for them to ask you for something else. • Be seen to be fair. Concede what you have to (up to what’s been previously agreed with your line manager) – but fight your corner.

31. Step 3. Persuasion • Finally if you are trying to negotiate an increase in agency fee, don’t turn up to the meeting in a shiny new car, or with your screensaver showing views from the holiday home you’ve just bought, or talking about your recent fortnight of bliss in the Maldives.

32. Good luck