Negotiation skills

Feb 3rd, 2012
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• Exercise your experience of negotiation • What negotiation is and isn’t • The need for negotiation • The skills of effective negotiation • Metaphor - Negotiation as War • Negotiation as a sequence of activities • Power in negotiations • Tool and technique, the power-concern matrix/grid • Distributive and integrative strategies • An important question • The rules of trading • Dos and don’ts of experienced negotiators • BATNA and ETNA

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Negotiation skillsSession outlineExercise your experience of negotiationWhat negotiation is and isn'tThe need for negotiationThe skills of effective negotiationMetaphor - Negotiation as War Negotiation as a sequence of activitiesPower in negotiationsTool and technique, the power-concern matrix/gridDistributive and integrative strategiesAn important questionThe rules of tradingDos and don'ts of experienced negotiatorsBATNA and ETNA Exercise - your experience of negotiationSpend a few minutes discussing with others what your own and the group's experience of negotiation is. Was it formal or informal? What was involved? Who was involved? How was the experience for you? Did you consider it to be a successful negotiation?What were your feelings about the process?What negotiation is and isn'tNegotiation is a process involving two, or more, parties reconciling different and competing objectives.There are various situations which are similar to negotiation but which are not the same. Negotiation may involve some of these though:Joint problem solving - where both parties have the same objectiveDeadlock - where the objectives are mutually exclusiveConfrontation - strongly assertive but uncooperative approach which might border on aggression or bullying. Winning at all cost is the priority.Submission or surrendering - strength or power is used by one party to force an agreementConsulting - seeking views but not necessarily requiring a d

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