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Negotiating and Influencing

Negotiating and Influencing. What you will learn. Where you use negotiation Knowing your BATNA Know the negotiation gap A four-phase model for recognising and organising the negotiation process Asking the right questions What makes an effective negotiator. Where do use this skill? .

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Negotiating and Influencing

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  1. Negotiating and Influencing

  2. What you will learn Where you use negotiation Knowing your BATNA Know the negotiation gap A four-phase model for recognising and organising the negotiation process Asking the right questions What makes an effective negotiator

  3. Where do use this skill? Everything is negotiated. Family and personal • “ Where should we go for dinner?” • “ Can I borrow the car?” Student Rep Role • “ Please can we have lecture slides available on Blackboard?” • “ We need printing credits” Business ventures • “ I want a raise.” • “ Invest in my company.” • “ Pay me a license fee or I’ll sue you.”

  4. Where do use this skill? Can you think of a time that you have negotiated effectively – how did it go?

  5. Best Alternative to a Negotiated Agreement (BATNA) • This is the alternative action that will be taken if your proposed agreement cannot be reached with another party. • You need to think carefully about this. • Example: Someone has offered to buy your old I Phone 4S for £200 next month making your BATNA £200 for any further negotiations. However… • Your best friend has offered to buy it for £150 • Someone else has offered to buy it for £175 tomorrow (and you need to buy a Festival ticket!)

  6. Know your BATNA! Know your BATNA before you enter negotiations! • If the proposed agreement is better than your BATNA, then you should accept it. • If the agreement is not better than your BATNA, then you should reopen negotiations. • If you cannot improve the agreement, then you should at least consider withdrawing from the negotiations and pursuing your alternative (though the costs of doing that must be considered as well).

  7. Negotiation Gap • A ”negotiations gap” is the difference between the positions of the various parties involved in the arrangement. • The goal of the negotiation process is to bridge this difference to allow all parties to meet their objectives • It’s important to understand what the gap is and why it exists before starting negotiations

  8. Negotiation Gap - Example Student: ‘We need our lecture to put our lecture slides on Blackboard at least one day before the lecture...’ Lecturer: ‘If I put up the slides in advance of lectures half the group won’t turn up!’ Negotiation Gap – There are students who will not go to lectures if they can look at the slides at home. How could you bridge this gap?

  9. Four-phase model for negotiating

  10. Four-phase model for negotiating Proposal stage • Offers and counter offers are made • Responses, claims and counterclaims are made • “if you do this we will” • “we might be prepared to, if you..” Bargaining stage • The proposals are discussed……. Preparation stage • Before your negotiation begins: • Gathering information • Knowing your BATNA • Understanding the negotiation gap • Knowing your timescales Discussion stage • The start of the negotiation: • Find out the other parties’ position • State your own position • Clarify understanding • Ask questions • Agree a timescale for the completion of the negotiations

  11. Why this is useful... It helps you to see where you’ve come from, what you have achieved and what’s left to do Helps to keep negotiations on track Helps to recognise and work through phases systematically Makes you feel more confident in your ability to prepare for and handle situations Forward moving cyclical process which promotes long term relationships

  12. Recognising the phases Look at the handout in front of you and work out which phase of the negotiation process they are in Prepare Discuss Propose Bargain

  13. How to ask the right questions Closed questions • For seeking someone’s view • Making tentative offers or claims • Closing an agreement Open questions • Allow the other person to say what they want rather than what you want to hear. This is active listening

  14. How to ask the right questions Probing questions • Enable you to develop a conversation of interest to you • Help you to pick up a point from your own agenda • Get beneath the surface of bland, vague or superficial statements Summarising questions • Ensure message has been sent and received accurately by both parties • Show that you have listened

  15. What makes an effective negotiator? In groups chose the top 5 of these skills and rank them in order of importance The decision needs to be the result of a negotiation Communicating Influencing Listening Observing Summarising Planning Questioning Persisting Keeping quiet Conceding Trading

  16. Hints and Tips Find the negotiation gap Know your BATNA! Don’t accept anything that is going to be detrimental to your cause. Assess where you are in the 4 phase model Ask the right questions! Remember to be polite – The Dean of your faculty is also just another person!

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