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Welcome to Negotiation Skills
Anthony Rees
Anthony Rees
• Facilitation, Training and Personal Development Consultant
• BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited
• Fellow Institute of Management Consulting
• 20 years FS / Management Consultancy and client facing roles
• Consultancy and Sales
• Clients include Visa International, BAE Systems, Nokia Siemens, SmartStream, Odyssey, Wall Street Systems, Motorola, BT, PSD Group, Hedra, Capita & Capco.
• FS Clients include JPMorgan Chase, Deutsche Bank, ABN, ING, EBRD, BNP Paribas
We are all negotiators
Effective communication
can get you what you want
Poor negotiation skills limit your ability to reach agreement
Simple techniques help us respond
appropriately when bargaining
Understanding negotiation will
improve your results
You need to learn the language to
communicate
The thief assumes that everyone steals
Avoiders don’t want to play
Compromisers will offer to split
Accommodators hope the other will share
The competitor remains in control
Problem solvers devise a creative solution
Work out what YOU want
Set a reasonable goal
Don’t focus on the minimum objective
Write it down
Reference an authoritative standard or norm
Norms play to our sense of order
People hate to contradict themselves
We prefer to say yes to those we like
Personal relationships can hinder effectiveness
Networks improve credibility
Reciprocity should be genuine
It’s not all about you
Understand your opponent’s perspective
Focus on common interests
Advance their interests whilst advancing your own
Leverage is having something that the
other guy wants. Or, better, needs.
Or best of all, simply cannot do without” - Donald
Trump