Negotiation and Influencing Skills Advanced Learning Activity

1
Negotiation and Influencing
SkillsAdvanced Learning Activity

• Reference
• Tony Manning
• Bob Robertson
• Journal of Industrial and Commercial Training
• Vol. 35 No. 2 - 2003

2
Negotiation Stage

• 4 Key stage to consider
• Preparation
• Opening Phase
• Getting Movement to Reach Agreement
• Closure

3
Negotiation Qualities

• 4 Key Qualities to develop
• Clarity of focus
• Flexibility of strategies
• Win-win values
• Win-win interactive skills

4
Negotiation Types
5
Negotiation Types

• 4 types of negotiators
• Opportunistic Collaborator
• Strategic Collaborator
• Opportunistic Battler
• Strategic Battler