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NEGOTIATION SKILLS: FUNDAMENTAL PRINCIPLES AND
PRACTICE
SILVERSTAR CASINO CONFERENCE CENTRE
CHARLES COTTER
6 MARCH 2015
TRAINING PROGRAMME OVERVIEW
• Demonstrate an understanding of the theoretical aspectsregarding negotiation
• Identify the characteristics and key skills of effective negotiators
• Differentiate between the negotiation styles
• Differentiate between the types of negotiation
• Apply the P-A-C model to negotiation
• Identify and apply the core elements of the 4-phase negotiationprocess
FUNDAMENTALS OF NEGOTIATION
• Defining negotiation
• Characteristics of effective negotiators
• Key skills of negotiators
• Negotiation styles
DEFINING NEGOTIATION
• Negotiation is a process centered on a discussion that is intended toproduce an agreement.
• In its simplest form, it could be considered to be about power. More thanjust about money, it involves issues of ego, leveraging, saving face, andbeing right. It can appear that the negotiator or team with the most powerwill triumph over a weaker team or win something important.
• In current business practices, however, negotiation often leads tocompromises, where both sides make concessions to get as close as theycan to exactly what they want. Other times, no concessions are availableand a power struggle can go on for a long time.
• When negotiation is not effective, there are other options, such asbringing in a mediator, which can help both sides speak to one anotherand move towards a resolution instead of walking away and resolvingnothing.
THE VALUE OF CONSTRUCTIVE NEGOTIATION
NEGOTIATION SKILLS
BEING ASSERTIVE AS A NEGOTIATOR
PARENT-ADULT-CHILD (PAC) MODEL
KEY SKILLS FOR NEGOTIATION SUCCESS
• Allow for Creative Flexibility
• Prepare
• Know the Role of Value – Creating and Claiming Value
• Understand Negotiating Styles – Co-operative vs. Competitivenegotiators
• Manage the Process
• Handling Relationships
• Learning
• Word about Experience
NEGOTIATION STYLES
NEGOTIATION STRATEGIES
TYPES OF NEGOTIATION
• Integrative/Distributive
• Inductive/Deductive/Mixed
• Soft/Hard/Principled
• Alternative Dispute Resolution (ADR)
• Non-Negotiable Positions/Options
PHASES OF NEGOTIATION
PHASE 1: PREPARATION
• Preparatory points to consider
• Ground rules
• Identifying your Hot Buttons
• Doing Research
• Identifying Your Walk Away Position (WAP)
• Identifying Your Best Alternative to a Negotiated Agreement(BATNA)
• Working within the Zone of Possible Agreement (ZOPA)
WORKING WITHIN THE ZONE OF POSSIBLE AGREEMENT (ZOPA)
STEP 2: EXCHANGING INFORMATION
• What information is held in common to bothnegotiating parties?
• What information you will disclose?
• What information you would prefer the othernegotiating party to disclose?
STEP 3: BARGAINING
• Responding to Challenges
• Creating win-win solutions
RESPONDING TO CHALLENGES• Ways to Stay Calm
• Detach Yourself from the Outcome
• Include Pre-determined Break Times in Your Rules
• Depersonalize the Process
• Work with the Other Party, Not Against Them
• Unspoken Conversations
• Don’t Bring Your Baggage to the Table
• Avoid Power Struggles
• Stay Focused
• Focus on a Positive Process
CREATING WIN-WIN SOLUTIONS
• Keeping an Open Mind
• Long Term and Short Term Relationships
• Making the Most of Brainstorming
• Thinking outside the Box
• Use Your Resources (Experts, Mediators, Third Parties)
• Meta-Negotiation
• Identify Common Ground
STEP 4: COMMITMENT AND CLOSING
• Once the parties have completed bargaining, made all theadjustments, and agreed upon the least uncomfortable result, thenegotiation is ready for commitment and closure.
• Developing a Sustainable Agreement
What is a Sustainable Agreement?
Getting everyone’s Perspective
Reviewing the Information
Outlining the Options
Gaining Consensus
ROLE-PLAY: “THE UGLI ORANGE”
• Refer to Learning Activity 12
• The facilitator will provide you with detailedlearning instructions.
• Apply what you’ve learnt the past two daysabout conflict resolution and negotiation toreach a mutually beneficial (win-win)agreement.
CONCLUSION
• Key points
• Summary
• Questions
CONTACT DETAILS
• Charles Cotter
• (+27) 84 562 9446
• charlescot@polka.co.za
• Twitter: Charles_Cotter
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