Successful Negotiating Skills
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Successful Negotiating Skills
Successful Negotiating Skills Course Companion/Workbook
The multimedia training course and this companion/workbook are Copyright Interactive Training Technologies Ltd. 2002. Website www.itrain.co.uk This document contains 33 pages.
Study Area1 – Introduction
Section 1 – The Principles of Negotiating
Section 2 – The Negotiation Process
Section 3 – The Spirit of the Deal
Study Area 2 – The Preparation Phase
Section 1 – Preparation
Section 2 – Knowing the Marketplace
Section 3 – Assessing Your Position
Section 4 Ð- Planning Your Objectives
Section 5 Ð- Defining the Details
Study Area 3 Ð- The Opening Phase
Section 1 – Opening
Section 2 Ð- Asking the Other Side to Open
Section 3 Ð- Gathering Information
Section 4 Ð- Using Positive Body Language
Section 5 Ð- Identifying Key Issues
Section 6 Ð- Opening First
Section 7 Ð- Opening in Response
Section 8 Ð- Using a Shock Opening
Study Area 4 Ð- The Bargaining Phase
Section 1 Ð- Bargaining
Section 2 Ð- Arguing Persuasively
Section 3 Ð- Bargaining Tactics
Section 4 Ð- Making Concessions Pay
Section 5 Ð- When Things Go Wrong
Study Area 5 Ð- The Closing Phase
Section 1 – Closing
Section 2 Ð- Handling Last Minute Tactics
Section 3 Ð- Asking for Commitment
Section 4 Ð- Post Closure Activities
Study Area 1 – Introduction
Section 1 – The Principles of Negotiating
Screen 1 – This section introduces
The view that nearly everything is negotiable, and
The four phases which characterize most negotiations.
Screen 2
The World is full of countries that prove the precept that those that live closer to the principles of free trade do better than those who have abandoned them. The famous economist Adam Smith spent 12 years, up until 1776 writing his seminal piece An Inquiry into The Nature and Causes of the Wealth of Nations. In it he remarked on the propensity to truck, barter and exchange – which he found to be common to all people on the planet and yet was not present in any other species. – Smith wrote.
Nobody ever saw a dog make a fair and deliberate exchange of one bone for another with another dog. Nobody ever saw one animal by its gestures and natural cries signify to another, this is mine, that is yours: I am willing to give this for that.
If you want to trade you have to negotiate, the alternative is to accept what you are offered. There are many opportunities to negotiate better deals and terms, however these chances are often missed because neither side makes it clear that negotiating is an option. Many people wrongly assume that nothing is negotiable unless the other party indicates that this is the case – a more realistic view is that everything is negotiable.
Screen 3
The complexity of the negotiating process will vary according to the size and complexity of the proposed deal as well as the attitudes adopted by the parties involved. This course explains a comprehensive and detailed approach, which should be tailored to suit the needs of each particular negotiation. It is worth remembering that the time and effort that you invest in any round of talks should reflect the potential benefit that can be gained from them.
Nearly all negotiations are characterized by four phases – preparation, opening, bargaining and closing. In large scale negotiations each of these phases are normally tackled sequentially., However, in smaller scale negotiations it is quite common for these phases to merge – possibly into a single unstructured process. Where this is the case, a good understanding of the logic that underpins the four phase approach can guide you, even when you are negotiating smaller deals.
Preparation involves information gathering – knowing the state of the market, being aware of the supply and demand status, being aware of any current or imminent discounts and special offers and so on.
The opening phase of a negotiation involves both sides presenting their starting positions to one another. It usually represents the single most important opportunity to influence the other side.
In the bargaining phase your aim is to narrow the gap between the two initial positions and to persuade the other side that your case is so strong that they must accept less than they had planned. In order to do this you should use clearly thought out, planned and logical debate.
The closing of a negotiation represents the opportunity to capitalize on all of the work done in the earlier phases. The research that youve done in the preparation phase, combined with all of the information that youve gained since should guide you in the closing phase.
Screen 4 – Question
Screen 5
In practice negotiations can be a messy business – there are no hard and fast rules. Human behavior plays a strong part in any negotiation process – varying attention spans, deviations and interruptions are just a few of the hurdles, as are a whole range of emotional responses – from the