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Negotiation Skills: Jon Boyes

Negotiation involves two or more parties attempting to reach an agreement. There are two main types: distributive (win-lose) and integrative (win-win). Successful negotiation requires planning objectives, identifying other parties' objectives, and finding alternative solutions and trade-offs. Factors for success include having a strong case, confidence, courtesy, adaptability, rapport, incentives, and research. The document provides tips for negotiation, such as aiming high initially, making concessions reluctantly, and getting any agreement in writing.

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Miguel Couto Ramos
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167 views12 pages

Negotiation Skills: Jon Boyes

Negotiation involves two or more parties attempting to reach an agreement. There are two main types: distributive (win-lose) and integrative (win-win). Successful negotiation requires planning objectives, identifying other parties' objectives, and finding alternative solutions and trade-offs. Factors for success include having a strong case, confidence, courtesy, adaptability, rapport, incentives, and research. The document provides tips for negotiation, such as aiming high initially, making concessions reluctantly, and getting any agreement in writing.

Uploaded by

Miguel Couto Ramos
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Negotiation Skills

Jon Boyes Curriculum and Work-Related Learning Officer


Negotiation Skills

Learning outcomes
• Define what is meant by negotiation and apply that to
a number of different contexts
• Identify factors that can determine the outcome of a
negotiation
• Plan a strategy for successful negotiation
• Understand the principle of ‘win-win’ negotiations
Negotiation Skills

What is negotiation?
Negotiation takes place when two or more people, with
differing views, come together to attempt to reach
agreement on an issue. It is persuasive communication or
bargaining.

“Negotiation is about getting the best possible deal in the best


possible way.”
Negotiation Skills

Types of negotiation
• Distributive (win-lose)
• Integrative (win-win)
• Benefits of win-win
Negotiation Skills

What have you negotiated?


• What have you successfully negotiated ?

• What factors helped enable your success?


Negotiation Skills

Planning to negotiate
• Establish your objectives
• Establish other party’s objectives
• Frame negotiation as a joint search for a solution
• Identify areas of agreement
• Trouble shoot disagreements: bargain & seek
alternative solutions, introduce trade offs
• Agreement and close: summarise and ensure
acceptance
Negotiation Skills

Group exercise:
The Winkleybottom Mast
Negotiation Skills

How to influence others


• The three ‘Ps’:
• Position (power?)
• Perspective (empathy)
• Problems (solutions)
Negotiation Skills

Factors for success


• Legitimacy of your case
• Confidence in presenting it
• Courtesy to the other party
• Adaptation to the other party’s style
• Rapport
• Incentives and trade offs
• Research the bigger picture
Negotiation Skills

Tips
• Aim high to begin with – easier to lose ground
than gain
• Give concessions ‘reluctantly’
• Break down complex deals
• Language:
• Make proposals with open questions such as:
• “what would happen if we…?”
• “suppose we were to…”
• “what would be the result of?”
• Dealing with stone-walls: “what would need to happen
for you to be willing to negotiate over this?”
• Always get agreement in writing
Negotiation Skills

Learning outcomes
• Define what is meant by negotiation and apply that to
a number of different contexts
• Identify factors that can determine the outcome of a
negotiation
• Plan a strategy for successful negotiation
• Understand the principle of ‘win-win’ negotiations
Negotiation Skills

Jon Boyes Curriculum and Work-Related Learning Officer

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