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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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3 Elevator Pitch 23 February 2012
Workshop structure
12:15 welcomeand introductions
Topic overviewpresentation
group exercise(preparation)
role play
Feedback discussion
14:00 end
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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?.
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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
% %
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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?
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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.
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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.
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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
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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
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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
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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
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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
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Recap
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Useful links
Articles
http://www.fastcompany.com/3004502/how-tointerpret-facial-expressions
Videos
Negotiating skills w orkshop