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Welcome to Negotiation Skills

Anthony Rees

Anthony Rees

• Facilitation, Training and Personal Development Consultant

• BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited

• Fellow Institute of Management Consulting

• 20 years FS / Management Consultancy and client facing roles

• Consultancy and Sales

• Clients include Visa International, BAE Systems, Nokia Siemens, SmartStream, Odyssey, Wall Street Systems, Motorola, BT, PSD Group, Hedra, Capita & Capco.

• FS Clients include JPMorgan Chase, Deutsche Bank, ABN, ING, EBRD, BNP Paribas

We are all negotiators

Effective communication

can get you what you want

Poor negotiation skills limit your ability to reach agreement

Simple techniques help us respond

appropriately when bargaining

Understanding negotiation will

improve your results

You need to learn the language to

communicate

The thief assumes that everyone steals

Avoiders don’t want to play

Compromisers will offer to split

Accommodators hope the other will share

The competitor remains in control

Problem solvers devise a creative solution

Work out what YOU want

Set a reasonable goal

Don’t focus on the minimum objective

Write it down

Reference an authoritative standard or norm

People believe what they read

Norms play to our sense of order

People hate to contradict themselves

We prefer to say yes to those we like

Personal relationships can hinder effectiveness

Networks improve credibility

Reciprocity should be genuine

It’s not all about you

Understand your opponent’s perspective

Focus on common interests

Advance their interests whilst advancing your own

Leverage is having something that the

other guy wants. Or, better, needs.

Or best of all, simply cannot do without” - Donald

Trump