Negotiation Skills

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Negotiation Skills

• Careers Service

Fighting fires without burning bridges
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Negotiation Skills

• Negotiation is a key skill for life. From
• Who puts the bins out!
• Arranging extra hours to suit your needs
• Extensions on your work deadline
• Access to the shower
• To
• Selling, purchasing, organising contracts
• Environmental agreements / implementing laws
• Recruitment and selection of new staff

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The Essentials

• Negotiation should be win/win
• No tears
• No arguments
• No fisty-cuffs
• No sulking
• It is about making decisions in a civilised way
  and is a process which can be learnt

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The Negotiating Process

• Step One Prepare
• What do you want?
• Step Two Debate
• What do you want?
• Step Three Propose
• What wants can we trade?
• Step Four Bargain
• What wants will we trade?
• Step Five Agree

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Step One - Prepare

• Research
• LIST your objectives and their objectives
• Those you INTEND to get
• Those you MUST get

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Step Two - Debate

• Listen carefully
• Ask questions
• Clarify
• Summarise
• Dont argue, interrupt or assume

...BUT
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Step Three - Propose

• Make proposals
• State conditions
• Express concerns
• Search for common interests
• Use positive body language

AND
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Step Four - Bargain

• Key words are IF and THEN
• Start making concession
• Every concession should have a condition (IF
  you THEN I will )
• Conserve your concessions - dont give everything
  away too soon
• You dont have to share every piece of
  information with the opposing side!
• Dont be afraid to say no

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Step Five - Agree

• Usually final concession IF you do that, THEN
  we have a deal!
• Gain commitment
• Record and agree results
• Leave satisfied

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7 Deadly Sins of Negotiating

• Pride - Be prepared to compromise
• Gluttony - Dont bite off more than you can chew
• Anger - Handle objections calmly
• Covetousness - Prioritise needs/wants
• Envy - Know competitors strengths weaknesses
  AND your own
• Sloth - Do your homework
• Lust - Dont look desperate to settle

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The Language of Negotiation

• MFP - Most Favourable Position
• WAP - Walk Away Position
• BATNA - Best Alternative To A Negotiated
  Agreement - if it cant be
• IVC - Inexpensive Valuable Concessions
• TO - Time Out

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Think about your influencing style
Personal
Inspirational
Logical
Forceful
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Checklist

• Dont bargain over positions
• Separate the people from the problem
• Focus on interests, not positions
• Invent options for mutual gain
• Use objective criteria

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Role Play, Darling!

• Everyone can do it
• Throw yourself into the role
• You never have enough information
• Elaborate in the spirit of the role brief

Gives yourselves an opportunity to complete a
successful negotiation and practice your skills
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How important is negotiation?

• Most graduate recruiters use group exercises or
  role plays during selection centres
• All jobs require the ability to negotiate
• All selectors look for you to have the skills or
  potential to do this well.

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Summary

• negotiation skills are key skills
• they can be learnt
• preparation is vital
• be aware of your own style and performance and
  seek to improve