cote azur fevrier 2013 negotiationegotiating skills workshopn skills.pdf

8/13/2019 Cote Azur Fevrier 2013 NegotiatioNEGOTIATING SKILLS WORKSHOPn Skills.pdf

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1 5 f v r i e r 2 0 13

NEGOTIATING SKILLS

WORKSHOP

12 February 2013

2 Elevator Pitch 23 February 2012

Coaches

Melanie Gulliver

Finance expert and business angel

EPWN member

Wendy BuckleyInnovation consultant

EPWN Member

Zsuzsanna Kiss

Manuela Burg

EPWN Nice-Cote dAzur

Francoise Hellequin

Marina Turpin-IgnatovaPMI Cote dAzur


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Workshop structure

12:15 welcomeand introductions

Topic overviewpresentation

group exercise(preparation)

role play

Feedback discussion

14:00 end


Workshop objective

To negotiate effectively,

using the principles of

ethical negotiation, to

create win-winopportunities 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.


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5 Negotiating skills workshop 12thFebruary 2013

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 askHow do you arrive at that

price/figure/date etc?.


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 harddone by, this will sour

the relationship,

jeopardise any chance

of repeat business and

even tempt them into

seeking

revenge/retaliation.


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Push Pull Model

% %


Awareness is Key

Be aware of the

quality of your left-

brain skills:

logic/detail/short-term

memory. Clarity helpsshort-term memory. If

we dont remember,

we cant make

judgements/decide.


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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?


Negotiation stages

(Prepare first 4

stages)

Establishing the

climate

Exploring needs

Stating what we each

want

Problem Solving

Clinching, checking

and closing


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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, theother person and the

situation.


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 therelationship to each

party?


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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.


More on BATNA


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Preparation exercise

What is my logic?

What is my BATNA?

How am I feeling?

Brainstor

Active listening: use cleanlanguage

Ask questions

Counter their irrational

beliefs

Use problem-solving

language How are they feeling?

Push Pull


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


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Group exercise scenario prep

A: negotiator

B: other party

AUDIENCE: observes, listens, usesthe checklist

Timing - 20 minutes to:

Agree the roles Understand the scenario

OR to explain your (real life) context

Complete the prep template


Group preparation - scenarios

US company buyout Melanie Gulliver

Employee relocation - Marina Turpin-

Ignatova

Training costs - Manuela Burg

Project delay Zsuzsanna Kiss

Buying a car Francoise Hellequin


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Money in Negotiations


Role Play

In groups of 8, negotiating pairs are created. Everyone in turn has anopportunity 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


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Negotiation tactics


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


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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


Recap


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Useful links

Articles

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

Videos

Negotiating skills w orkshop

cote azur fevrier 2013 negotiationegotiating skills workshopn skills.pdf

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