NEGOTIATING SKILLS WORKSHOP 12 Febr uar y 2013

15 f v r ier 2013

Coaches
Melanie Gulliver Finance expert and business angel EPWN member

Wendy Buckley Innovation consultant EPWN Member

Zsuzsanna Kiss Manuela Burg EPWN Nice-Cote dAzur

Francoise Hellequin Marina Turpin-Ignatova PMI Cote dAzur

Elevator Pitch 23 February 2012

Wor kshop str ucture

12:15 welcome and introductions Topic overview presentation group exercise (preparation) role play Feedback discussion 14:00 end

Elevator Pitch 23 February 2012

Wor kshop objective

To negotiate effectively, using the principles of ethical negotiation, to create win-win opportunities for long term relationships. Well look at the psychology of negotiation and cover some tips for preparing an optimum strategy for each stage of the negotiation.
4 Elevator Pitch 23 February 2012

Ethical negotiation

Negotiation climate: Treat people kindly in a climate of respect and concern for both parties. Problem solve intelligently to remain calm and relaxed. Ethical Bidding: Brainstorm objectively. Be willing to expose your logic and to ask How do you arrive at that price/figure/date etc?.

Negotiating skills workshop 12th February 2013

Win-win outcome It is in my interests to work hard for the other side as well as my own. If I dont do this and they end up feeling hard done by, this will sour the relationship, jeopardise any chance of repeat business and even tempt them into seeking revenge/retaliation.

Negotiating skills workshop 12th February 2013

Push Pull Model Pull Push I C I am aware of what N O I am aware of what I want T N you want I express my E F I listen to you logic G I I explore your I express my views R D feelings I E I disclose I state what I information T N want Y C I find common I persist ground E 20% 80% WE NEGOTIATE
7 Negotiating skills workshop 12th February 2013

Awareness is Key Be aware of the quality of your leftbrain skills: logic/detail/short-term memory. Clarity helps short-term memory. If we dont remember, we cant make judgements/decide.

Negotiating skills workshop 12th February 2013

Awareness is Key Be aware of your emotional state: Are their physical signs of stress or nervousness? What is your visual perception and intuition are telling you what is your view of the whole?

Negotiating skills workshop 12th February 2013

Negotiation stages

(Prepare first 4 stages) Establishing the climate Exploring needs Stating what we each want Problem Solving Clinching, checking and closing

10

Negotiating skills workshop 12th February 2013

More on Preparation

Have you examined the issues and potential concessions on the part of the other party by reflecting on their point of view? Identify and confront your irrational beliefs about yourself, the other person and the situation.

11

Negotiating skills workshop 12th February 2013

More on Preparation

Do you know the authority of the other party? Can you assess the determination of both sides? How important is a negotiated agreement to each side? How important is the relationship to each party?
12 Negotiating skills workshop 12th February 2013

More on Preparation - BATNA

(Prepare BATNA) Are you sure about your BATNA ? (Best Alternative to a Negotiated Agreement) = what would be an alternative that would allow you to walk away rather than settle for something against your best interests. Prepare being able to say No.
13 Negotiating skills workshop 12th February 2013

More on BATNA

14

Negotiating skills workshop 12th February 2013

Preparation exercise

Push

Pull

What is my logic? What is my BATNA? How am I feeling? Brainstor

Active listening: use clean language Ask questions Counter their irrational beliefs Use problem-solving language How are they feeling?

15

Negotiating skills workshop 12th February 2013

Awareness through the stages Notice: each stage as you move towards it or the other person does how your relationship is progressing your emotional level and the other persons any ideas for creative solutions as they arise/you think of them

16

Negotiating skills workshop 12th February 2013

Group exercise scenario prep

A: negotiator B: other party

AUDIENCE: observes, listens, uses the checklist

Timing - 20 minutes to: Agree the roles Understand the scenario OR to explain your (real life) context Complete the prep template

17

Negotiating skills workshop 12th February 2013

Group preparation - scenarios

US company buyout Melanie Gulliver Employee relocation - Marina TurpinIgnatova Training costs - Manuela Burg Project delay Zsuzsanna Kiss Buying a car Francoise Hellequin

18

Negotiating skills workshop 12th February 2013

Money in Negotiations

19

Negotiating skills workshop 12th February 2013

Role Play
In groups of 8, negotiating pairs are created. Everyone in turn has an opportunity to act out their scenario.

Timing 4 X 5 5 minutes to negotiate 1-2 minutes, to discuss feedback Helpers tell you when to stop and its the next persons turn

20

Negotiating skills workshop 12th February 2013

Negotiation tactics

21

Negotiating skills workshop 12th February 2013

Assessment Table I clearly expressed my logic I clearly expressed my feelings I clearly stated what I want I persisted I recapped the others views I explored the others views I disclosed information I found common ground
22 Negotiating skills workshop 12th February 2013

Your key learnings and difficulties

During the session write down

your key learnings and difficulties

one key point, in one or two words, per using a

Post-it

23

Negotiating skills workshop 12th February 2013

Recap

24

Negotiating skills workshop 12th February 2013

Useful links
Articles

http://www.fastcompany.com/3004502/how-tointerpret-facial-expressions Videos

Negotiating skills w orkshop