7. Negotiation
Questions to ask yourself to know
the ‘real deal’
1. Do you have good communication with the right people?
2. Do you know their real motivators / dissatisfactions?
3. Have they agreed in principle to work with you?
4. Have you identified concerns / issues they have?
5. Do they agree with those concerns / issues?
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8. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
• Know your goals
• What your ideal outcome would be
• What you can reasonably expect to achieve
• Your lowest acceptable settlement (bottom line)
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9. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
• What variables you can introduce to the negotiation
• How important a continued cooperative relationship with this person
is to you
• What the other party’s ideal outcome might be
• What they might be prepared to accept
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10. Negotiation
Interest vs. position – Effective preparation
Before entering any negotiation, identify:
Your options if you fail to achieve your bottom line:
• Withdraw
• Accept the situation without protest
• Accept the situation with protest
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11. Negotiation
Options
When negotiating, there are 3 options:
•Variables
•Constants
•Coverts
Perspectives: the other parties and yours
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14. Negotiation
Negotiation cycle
1 Our belief and value
Key point
•Helping buyers discover wants and needs - seeking win-win outcomes
Key Behaviours involved
•Belief in value of the service
•Identifying and fulfilling the customer needs
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15. Negotiation
Negotiation cycle
2 Establish rapport
Key point
•Adapting to customer’s different styles
•Developing empathy and trust
•Establish common ground, sharing needs and interest
Key Behaviours involved
•Creating the right climate before you start to negotiate
•Think about the environment; where you hold the meeting, etc
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16. Negotiation
Negotiation cycle
3 Sort our issues
Key point
•Identify, clarify and checking for understanding of all problems
and concerns
•Remember to ask “Expanding Questions” - “Really tell Me more”
•Don’t interrupt
Key Behaviours involved
•Welcoming and understanding objections
•Establishing and confirming issues
•Clarifying, checking for understanding and summarising
•Prioritise issues
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17. Negotiation
Negotiation cycle
4 Choose solutions together
Key point
•Focusing on the problem, seeking and proposing solutions
•Establishing possible negotiation variables
•Acknowledging and listening
•Looking at the Big Picture
•Third Person Validation
Key Behaviours involved
•Seeking and offering solutions which work out problems and concerns
•Listen and take notes
•Clarify areas where uncertainty
•Summarise your understanding of their situation
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18. Negotiation
Negotiation cycle
5 Agreement
Key point
•Summary of the mutually agreed solution
•Positioning - only agree if works for you
•Do not agree on position if the major issue has not been agreed
Key Behaviours involved
•Repeating what is agreed
•Ending positively
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19. Negotiation
Negotiation cycle
6 Follow up
Key point
•Confirm clarity of agreement for those directly involved in discussions as
well as those not
•In business maybe a contracts
Key Behaviours involved
•A sharing partnership
•Accuracy
•Discipline to do this quickly
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20. Negotiation
Negotiation cycle
7 Review
Key point
•What will I repeat or avoid next time
Key Behaviours involved
•Reflecting what worked
•Identifying any pattern you wish to repeat
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