Negotiation… Negotiation  The process of give and take in Bargaining – Not Good Or Bad  Process – Skill that can be learned – More than good interpersonal skills Negotiation,,, !  Many avoid negotiation to avoid conflict,  Negotiation is about “power’ Not who is powerful  Always control yourself and your actions Beginning to Negotiate  Be Prepared  Establish your goals and bottom line clear  Reflect before you start  Develop written plan – Will Give – Will Get Plan for Negotiation  Plan questions to ask  Plan to listen  Can’t listen if you are talking  Meet face to face Body Language  Tells you what others are thinking….  Flinch.  Sigh. – Will sweeten the offer. If you don’t flinch it means you like the offer. Effective Negotiators  Good listeners  What really want and willing to concede  Silence is “POWERFUL”  Flexibility – Must be able to negotiate term  Creativity Six Negotiation Tips  Know what you want and don’t want  Know what your counterpart wants  Know what you are willing to give up  Know your alternatives  Know your subject matter  Rehearse, Rehearse ,Rehearse Win -Win  Strong knowledge of subject matter and belief in Win –Win  Persuade and do your homework.  Getting a substantial win for you and satisfactory win for others  Three P’s – Prepare – Probe – Propose Preparation Is Key  Do not assume anything  Seek to understand before you seek to be understood  The less you say , more you focus on others words [...]...Questioning  Use communication skills  Avoid probing  Use interview style not interrogation Proposals  Done your homework,listened,probed, ready to make an offer…  Don’t make first offer and NEVER immediately accept first Proposal... Offend  Bring your ego in to it  Disclose your deadline  Stop learning  Assume you know it all Rules of winning with Integrity  Know opponent  Convince others of your options  Set limits before negotiation  Operate not antagonize  Show no fear  Learn to listen  Don’t beat a dead horse  Develop relationships not conquests  . Negotiation Negotiation  The process of give and take in Bargaining – Not Good Or Bad  Process – Skill that can be learned – More than good interpersonal skills Negotiation, ,,. be learned – More than good interpersonal skills Negotiation, ,, !  Many avoid negotiation to avoid conflict,  Negotiation is about “power’ Not who is powerful  Always control yourself and. bottom line clear  Reflect before you start  Develop written plan – Will Give – Will Get Plan for Negotiation  Plan questions to ask  Plan to listen  Can’t listen if you are talking  Meet face