Negotiations

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					Negotiation Skills

Perri Cebedo and Associates
Sales and Marketing Training International

Negotiations

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Essential Characteristics
Give and Take Mutual fulfillment of needs Use of Strategies Conflict resolution

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Preparing to Negotiate
More time in preparation Depends on importance and type of negotiation Set your objectives Collect information Analyze other parties’ objectives Identify needs of both sides Plan the process of negotiating
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Setting Your Own Objectives
 What do you want to accomplish?  Prioritize your objectives  State objectives in terms of flexible ranges
– Manager Consultant – $400. – exclusive – all decisions vs. External
$600.00 no restrictions all decisions

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Collecting Information
What led up to this negotiation? What is the history of the situation? Agreements in the past? What solutions have other groups used in similar situations
– Example: Negotiating for additional secretarial support

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Analyzing the Other Party´s Objectives
 Try to identify the other party´s objectives  Imagine yourself in your partner´s position – Buying a computer: Possible Vendor Objectives
• • • • • • Obtain best price Gain a foothold in your industry Seek future endorsement Sell a service contract Receive cash immediately Earn profit through financing

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Analyzing Both Parties´ Needs
Successful persuasion appeals to basic human needs Abraham Maslow´s Hierarchy of Needs
– Example: Negotiating for a Sales Manager´s position

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Thinking About the Negotiation Process
 Time frame  Several interactions or just a one shot chance?  Will there be a continuing relationship later?  Are you representing constituencies?  What is distribution of power between you and other party?

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Develop the Right Attitude and Atmosphere
Discuss principles rather than positions Collaborative rather than confrontational Aim for trust rather than use misinformation and manipulation Aim for a Win-Win not a Win-Lose Situation
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Negotiate over Principles Not Positions
If positions: Leads to exaggerations, concession: loss of face Many options for achieving objectives, answering needs With needs, you reveal mutual problems With positions, you impose predetermined solutions
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Promoting Trust
Acknowledge common ground Present accurate information Listen to each other Aim for fairness to both parties Trusting style does not mean weakness

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Developing the Right attitude and the Right Atmosphere
Encourage face-saving Promote collaboration Thinking creatively

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Conducting a Negotiation
State your principles directly Listen to each other Take your time Use questions Allow emotions Summarize agreements

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Description: Train the Trainer resources, Training techniques, Communications, Non Verbal,