Neg skillswithtemplate

Art Of Influence Negotiation Skills Wednesday 24 th March 2010

Introductions ,[object Object],[object Object],[object Object]

Best Hopes ,[object Object],[object Object],[object Object],[object Object]

Programme…may include ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ground Rules ,[object Object],[object Object],[object Object],[object Object]

Negotiation Exercise – The Shirt ,[object Object],[object Object]

Definitions ,[object Object],[object Object],[object Object],[object Object],[object Object]

Definitions or Negotiation - Google ,[object Object],[object Object],[object Object],[object Object]

Price Haggling – Setting Objectives ,[object Object],[object Object],[object Object],[object Object]

Price Haggling - Content ,[object Object],[object Object],[object Object],[object Object]

Win-Win, Game Theory, Zero Sum ,[object Object]

Game Theory – Zero Sum ,[object Object],[object Object],[object Object]

Negotiating – 4 Oranges ,[object Object]

Negotiation Cycle 2 Developing Rapport 4 Closing 3 Dialogue 1 Preparing

Needs and Interests – not Positions ,[object Object],[object Object],[object Object]

[object Object],[object Object],Needs not Positions www.workplace-dynamics.co.uk 08/13/11

Adding and Seeking Extra Value ,[object Object]

Influencing ,[object Object],[object Object],[object Object],[object Object],[object Object]

Definitions of Influencing ,[object Object],[object Object],[object Object]

Influencing Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Steven Covey – Covey’s Circles ,[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object]

Rapport: How it helps ,[object Object],[object Object],[object Object],[object Object],[object Object]

Rapport: How to do it ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Rapport Exercise ,[object Object]

Physiological matching ,[object Object]

Communication Predicates ,[object Object],[object Object],[object Object]

To rapport or not to….The Flinch! ,[object Object],[object Object]

Negotiating and Influencing over the Telephone/Email ,[object Object],[object Object],[object Object],[object Object],[object Object]

Over the phone/email – top tips ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Influencing Styles ,[object Object],[object Object],[object Object],[object Object]

Dealing with Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object]

Rosenberg Model (NVC) ,[object Object],[object Object],[object Object]

Observation ,[object Object],[object Object],[object Object],[object Object]

Requirements ,[object Object],[object Object],[object Object],[object Object]

7 Styles of Influencing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

And finally…. ,[object Object],[object Object]

Positive rumours about today ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Colleagues Planning Buying Borrowing Buying Partners Childre n Designing Mediating Resolving Conflict Contracts Managing Performance friends

Influencing ,[object Object],[object Object],[object Object]

Preparing: Context ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Preparing: Objectives 3 ,[object Object],[object Object]

What kind of Negotiator do you want to be? ,[object Object]

What’s going well? What would be the small signs of improvement? ,[object Object],[object Object],[object Object]

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