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Negotiation

Negotiation. Purpose of negotiation. C ommunication between parties to reach an agreement to satisfy your interests or to resolve a conflict . The negotiation process. Preparation.

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Negotiation

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  1. Negotiation

  2. Purpose of negotiation Communication between parties to reach an agreement to satisfy your interestsor to resolve a conflict.

  3. The negotiation process

  4. Preparation • Know who you are dealing with & their interests (do an audience analysis – power relationships, decision makers) • Have a strategy – know your objectives • Have a protocol – know what can be negotiated, what you can reveal, analyse the risks • Practise and rehearse • Have a backup plan

  5. Positions vs interests Positions • Concrete things Interests • Broader than positions • Needs, hopes, concerns, beliefs/values, strategic factors etc Negotiations that deal with interests are more likely to succeed. Know what your interests are !

  6. Negotiating styles • Avoiders • Accommodators • Competeters • Compromisers • Problem solvers

  7. Dealing with ‘difficult’ people • Bluffers • No authority • Aggressive • Silent • Interrogating • Hot potato Focus on your interests, not their positions

  8. An effective negotiator... • Listens effectively • Communicates clearly • Separates personalities from problems • Checks & overcomes assumptions • Sees the bigger picture • Is respectful of mediators • Creates solutions • Honours commitments made

  9. Practice your negotiation skills Negotiation is communication between parties to reach an agreement or to resolve a conflict Be prepared and practice Know your goal, your interests and negotiation limits Have a back-up plan Aim for a win-win outcome – likely to be a compromise

  10. Thank you

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